Adoption of a CRM Approach Will Require Sales Managers To

question 51

Multiple Choice

Adoption of a CRM approach will require sales managers to:

• A)make use of their expert power.
• B)standardize the communication to customers.
• C)develop nontraditional sales strategies.
• D)adopt a participative management style.
• E)use the legitimate power that they have.

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Definitions:

Traits

Characteristic patterns of thought, feeling, and behavior that are relatively stable over time and across situations.

Reproductive Advantage

The genetic or behavioral characteristics that enhance an organism’s chances of reproducing and passing on its genes to the next generation.

Gender Differences

Variations in characteristics, behaviors, or roles typically associated with being male or female.

Cultural Influences

The impact of cultural factors like beliefs, values, norms, and social practices on individuals' behavior, perceptions, and understandings.