Identify the Persuasion Objective of the Sales Force in Personal

question 76

Multiple Choice

Identify the persuasion objective of the sales force in personal selling.

• A)To clearly distinguish attributes of a firm's products or services from those of competitors
• B)To ensure immediate follow-up calls and visits to address unresolved or new concerns
• C)To reassure consumers of product or service superiority through demonstrable actions
• D)To enable prompt delivery of the product or service that exceeds customer expectations

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Definitions:

Legitimate Power

Legitimate Power is authority that is officially sanctioned or accepted due to a person’s position or role within an organization or system.

Referent Power

A form of influence where a person elicits compliance or admiration from others based on charisma or personal traits rather than formal authority.

Legal-Rational

A form of authority based on established laws, rules, and procedures that are designed to be objective and impersonal.

Traditional Power

Power that is derived from established customs, practices, or institutions historically recognized within a society or organization.