Sasha Sells How-To Books and Is Going on a Sales

question 28

Multiple Choice

Sasha sells how-to books and is going on a sales call to a local bookstore.Sasha knows the purchasing policies of the store,the person responsible for buying decisions,and the financial terms required by the store. Such information can be found in Sasha's:

• A) sales call objective.
• B) marketing plan.
• C) competitive portfolio.
• D) customer profile.
• E) business proposition.

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Definitions:

Social Power

Pertains to the ability of an individual or group to influence the behavior of others within a social structure.

Expert Power

The influence one holds as a result of one's expertise, skill, or knowledge.

Interpersonal Power

The ability of an individual to influence the behavior of others in a social context.

Reward Power

A form of power that is based on the ability to distribute rewards that others view as valuable, enabling influence over them.