Francesca Is a Textbook Company Salesperson About to Call on the Philadelphia

question 93

Essay

Francesca is a textbook company salesperson about to call on the Philadelphia School District.She would like to know in advance whether the school district's buying center is autocratic or democratic.What types of behavior might she observe that would help her to tell which of these two types of buying centers it is? How should she change her sales approach depending on which type it is?

---

Definitions:

Affiliative Behaviors

Actions that promote social connection and bonding, such as smiling, eye contact, and physical closeness.

Social Hierarchies

The organization of individuals within a society based on status, power, authority, or other attributes.

Conflict Resolution

The process of resolving or finding a solution to a dispute or disagreement.

Social Behaviors

Actions or reactions of individuals in relation to the social environment, including interactions with others and adherence to societal norms.