The Most Important Way in Which Managers Can Serve as Role

question 15

Multiple Choice

The most important way in which managers can serve as role models is by:

• A)showing up to meetings on time.
• B)listening to their salespeople.
• C)dressing themselves in a professional manner.
• D)providing individualized support to each sales rep.
• E)personally demonstrating proper selling techniques.

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Definitions:

Systematic Processing

A mode of information processing that involves careful and thoughtful consideration of all available information and evidence.

Heuristic

A simple, efficient rule or method used to make decisions, learn something, or solve problems quickly.

Door-In-The-Face Tactic

Multiple-request technique to gain compliance, in which the focal request is preceded by a larger request that is bound to be refused.

Compliance Technique

Strategies used to persuade or influence others to agree with or obey a request or command.