When a Salesperson Calls on a New Business Prospect

question 102

Multiple Choice

When a salesperson calls on a new business prospect,

• A) he may have trouble identifying all of the buying center members.
• B) he usually must see the purchasing manager first.
• C) the probability of encountering a gatekeeper is high.
• D) All of these alternatives are correct.

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Definitions:

Followership

The process of being guided and directed by a leader in the work environment.

Glass Cliff

A phenomenon where women or minority leaders are more likely to be placed in leadership roles during periods of crisis or decline, facing higher risks of failure.

Leadership Situations

Scenarios or conditions where the abilities and strategies of leaders are tested and applied based on the specific context or challenge.

Women

Female human beings, often examined in various contexts including social, cultural, and economic, highlighting issues like rights, roles, and experiences.