The Sales Force for Stanley Tool Corp

question 14

Multiple Choice

The sales force for Stanley Tool Corp. has been instructed to offer a 10 percent discount to its retailers on all units ordered in excess of the previous month's order amount. The offer will be extended to Stanley's independent retailers, applicable to several small hardware lines. The objective of this type of sales promotion is to

• A) build up reseller inventories.
• B) increase traffic in retail stores.
• C) improve shelf space and displays.
• D) reinforce advertising.
• E) encourage trial purchases of a new product.

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Definitions:

Legitimate Power

A type of power that is recognized as rightful or lawful, often derived from a position of authority.

Organization Culture

The collective behaviors, values, practices, and beliefs that define the social and psychological environment of an organization.

National Culture

The set of shared values, beliefs, customs, practices, and social behaviors that characterize the people of a specific country or nation.

Contextual Power

The influence or control one has within a specific context, often affecting the outcome of decisions and interactions.