In the Context of the Research Program Conducted at the University

question 102

Multiple Choice

In the context of the research program conducted at the University of Michigan on the impact of leaders' behavior on job performance, demonstrating trust and confidence, being friendly and considerate, showing appreciation, and keeping people informed is known as _____ behavior.

• A) relationship-oriented
• B) participative
• C) directive
• D) strategic
• E) task-oriented

---

Definitions:

Closing Purpose

The primary goal of concluding a sale or negotiation, typically involving securing agreement or commitment from the other party.

Summary-of-benefits Close

A sales technique that highlights the advantages or positive outcomes of a product or service, leading to a close.

Alternative-choice Close

A sales technique where the customer is given a choice between two options, both leading to a sale, making it easier for them to make a decision without feeling pressured.

Compromise Close

A sales closing technique where the seller and buyer agree on a mutually beneficial solution to overcome any remaining objections to the sale.