Francesca Is a Textbook Company Salesperson About to Call on the Philadelphia

question 93

Essay

Francesca is a textbook company salesperson about to call on the Philadelphia School District.She would like to know in advance whether the school district's buying center is autocratic or democratic.What types of behavior might she observe that would help her to tell which of these two types of buying centers it is? How should she change her sales approach depending on which type it is?

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Definitions:

Consistency

The degree to which a person's actions, beliefs, performance, or results remain stable and reliable over time.

Perceptions

The process by which individuals interpret and organize sensory information to produce a meaningful experience of the world.

Attitude

A settled way of thinking or feeling about something, typically reflected in a person's behavior.

Upbringing

The treatment and instruction received by a child from parents or guardians, including the moral, social, and behavioral values imparted.