George Brown Is a Regional Sales Manager for Unisys, a Large

question 139

Multiple Choice

George Brown is a regional sales manager for Unisys, a large manufacturer of computer systems. As such, George is responsible for salespeople throughout the region, and he must interact with them frequently to solve problems. Which of the following descriptions is most characteristic of Unisys and its sales managers?

• A) Wide span of management control and flat organizational height
• B) Narrow span of management control and flat organizational height
• C) Wide span of management control and tall organizational height
• D) Narrow span of management control and tall organizational height
• E) Low administrative costs and clear communication

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Definitions:

Coping Strategies

Methods or techniques used by individuals to deal with stressful situations or challenges.

Active-role Strategies

Approaches in therapy or personal development where the individual actively engages in activities or exercises to bring about change.

Avoidance Strategies

Coping strategies designed to distract us from thinking about the source of anxiety.

Reality Anxiety

The fear or apprehension caused by real, external threats or situations, distinct from neurotic or moral anxiety.