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Dave Is a Salesperson Who Takes a Long Time to Make

question 100

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Dave is a salesperson who takes a long time to make decisions.He loves sales because he responds well to the pressure he faces in the many new or uncertain situations he encounters as a salesperson.Like most successful salespeople,he is high in his tolerance for ambiguity.Dave likely has a(n) _____ decision-making style.


Definitions:

Force Field Analysis

A tool for decision-making and problem-solving that identifies and analyzes the forces for and against a change, aiming to determine the viability of making such a change.

Process Consultation

An OD method that helps managers and employees improve the processes that are used in organizations.

Organization Development

A planned effort to increase an organization's effectiveness and viability through interventions in its processes and structures.

Social Science Theory

A framework of ideas and concepts that helps explain human behavior and societal interactions.

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