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:

Ethical Issues

Concerns or dilemmas that involve conflicts in values or principles, requiring moral judgement in professional practices or research.

Scientific Research

The systematic investigation into and study of materials and sources in order to establish facts and reach new conclusions.

Nomothetic

An approach in psychology that focuses on studying general laws and principles that apply widely across individuals.

Idiographic

Pertaining to the study or approach that focuses on individual cases or events, emphasizing the unique aspects of each.