Tanya Is an Account Representative for an Office Supply Corporation

question 61

Multiple Choice

Tanya is an account representative for an office supply corporation who frequently provides demonstrations to business professionals. When someone complained about the company's fax machine, Tanya viewed the situation as an opportunity to ______.

• A) determine if the prospect has the ability to pay for the machine
• B) propose alternative purchases
• C) revise her approach to the prospect
• D) extend the presentation and answer questions

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Definitions:

LMX Model

Stands for Leader-Member Exchange Model, which focuses on the two-way (dyadic) relationship between leaders and followers.

Assertiveness

The quality of being self-assured and confident without being aggressive, in a way that respects the rights and beliefs of others.

Transformational Leadership

A leadership approach that causes change in individuals and social systems, inspiring followers to exceed their own interests for the good of the group or organization.

Turbulence

The state of being characterized by confusion, disorder, or instability, often leading to unpredictability in organizational or environmental conditions.