Power Is ____ When the Norms and Statuses of Social

question 122

Multiple Choice

Power is ____ when the norms and statuses of social organization govern the use of power.These norms and statuses define how authority should be used,how individuals can achieve authority,and how much authority is attached to each status within an organization.

• A)coercion
• B)authority based
• C)authority driven
• D)organized
• E)institutionalized

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Definitions:

Attention

The first step in the prospect’s mental steps. From the moment a salesperson begins to talk, he or she should try to quickly capture and maintain the prospect’s attention.

Conviction

A strong belief or opinion that is held with confidence and determination.

Desire

The third step in the prospect’s mental buying process. It is created when prospects express a wish or wanting for a product.

Opinion

A personal view, attitude, or appraisal formed in the mind about a particular matter.