SFA (The Process of Simplifying Sales in the Field and the Integration

question 28

Multiple Choice

SFA (the process of simplifying sales in the field and the integration of sales activity into the corporate information structure) stands for:

• A) service force association.
• B) signature free automation
• C) sales force automation
• D) screening force automation
• E) none of the above

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Definitions:

Political Tactics

Strategies used within an organization to gain advantage or support for one's goals or interests.

Institutionalization

Institutionalization is the process through which certain practices, relationships, or norms become established and accepted as a part of society or organization's culture.

Power

Refers to the capacity or ability of an individual or group to influence or control the actions and outcomes within an organization or society.

Legitimating Tactic

Legitimating tactic refers to strategies or actions undertaken by an individual or organization to justify or validate decisions, policies, or practices to gain acceptance or compliance from others.