"Hello MrLucas,Mrs

question 20

Multiple Choice

"Hello Mr.Lucas,Mrs.Jones,one of your colleagues in the accounting department suggested I contact you about our new payroll system." Which of the following statements best captures the nature of this interaction between the salesperson and Mr.Lucas?

• A) colleague approach
• B) "just like you approach"
• C) referral approach
• D) acquaintance approach
• E) a premium relationship approach

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Definitions:

Formal Hierarchy

The explicit, officially designated structure of authority, roles, and communication in an organization, specifying how tasks are divided and coordinated.

Flexibility and Responsiveness

The ability of an organization to adapt quickly to changes and effectively respond to new demands or opportunities.

Divisionalization

The organizational strategy of dividing a company into semi-autonomous units or divisions, each focusing on a particular business sector or product line.

Decentralization

Decentralization refers to the process of distributing or dispersing functions, powers, people, or things away from a central location or authority.