You Are Part of a Task Force with a Group

question 12

Multiple Choice

You are part of a task force with a group leader who has a distant relationship with the group members and who is concerned with getting the job done.Which type of leader does your task force have?

• A)a laissez-fair group leader
• B)a democratic leader
• C)an expressive leader
• D)an instrumental leader

Identify ways to determine if a prospect is qualified, including their need, affordability, and decision-making authority.

Understand the significance of the preapproach stage in planning and preparing for a sales presentation.

Understand the various sales presentation formats and their applications.

Identify and explain the role of suggestive selling in the sales process.

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Definitions:

Equity Theory

A theory of motivation that explains how individuals strive for fairness and justice in social exchanges or give-and-take relationships.

Salary Discrepancy

The difference in income between two or more groups, individuals, or positions, often highlighting issues of inequality.

Upset Feelings

Upset feelings refer to a state of being unhappy, disappointed, or worried, often as a response to an external situation or internal conflict.

360-Degree Feedback

A comprehensive feedback system where an employee receives confidential, anonymous feedback from the people who work around them, including peers, managers, and direct reports.