Changing Sales Behaviors in Order to Improve Communication with the Customer

question 60

Short Answer

Changing sales behaviors in order to improve communication with the customer is known as ________.

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Definitions:

Informational Power

A form of power stemming from the ability to control access to information and knowledge, which can influence others' actions and beliefs.

Legitimate Power

Power derived from a formal position or role in an organization, allowing one to influence others based on authority.

Expert Power

The ability to influence others based on the possession of knowledge, skills, or expertise that is recognized and valued.

Expectation-States Theory

A social theory that explains how individuals' expectations in a group setting influence the dynamics of status and influence within the group.