Which Form of Power Is Being Used When a Sales

question 109

Multiple Choice

Which form of power is being used when a sales manager gives his salespeople some tips on how to close a deal, and the salespeople then alter their sales techniques because they respect the manager's expertise?

• A) Coercive power.
• B) Legitimate power.
• C) Professional power.
• D) Referent power.
• E) Expert power.

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Definitions:

Straight-Line Depreciation

Straight-line depreciation is a method of allocating the cost of a tangible asset over its useful life in equal installments.

Present Value Interest Factors

A factor used to calculate the present value of a single future payment or a series of future payments, based on a specific interest rate and time period.

Guaranteed Residual Value

The predetermined value of a leased asset at the end of the lease term, often guaranteed by the lessee or a third party.

Maintenance Agreement

A contract between a service provider and a client for the ongoing maintenance and repair of equipment or property.