After the Previous Sales Representative in His Territory Infuriated an Important

question 85

Multiple Choice

After the previous sales representative in his territory infuriated an important customer,Benjamin visited the customer once a month,never asking for business but hoping to rebuild trust through listening and expressing concern.Finally,after more than two years,the customer gave Benjamin an order.Benjamin was providing the important marketing function of

• A) advising production on how much product to make.
• B) alerting the logistics department when to ship products.
• C) engaging customers and developing long-term relationships.
• D) identifying opportunities to expand.
• E) synthesizing and interpreting sales, accounting, and customer-profile data.

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Definitions:

Legitimate Power

The authority or power that is recognized as lawful and is derived from a position of responsibility within a hierarchical organization.

Coercive Power

A form of authority that relies on the fear of negative results from failing to comply, often involving threats or punitive measures.

Network Interactions

The dynamic exchanges and communications that occur within a network of individuals or organizations.

Exchanges

Platforms or scenarios where goods, services, or ideas are traded between parties.