A leader's control over outcomes that are desirable to followers increases the leader's reward power
a. True
b. False
Indicate whether the statement is true or false
True
You might also like to view...
A scale for measuring attitudes that consists of a single adjective in the middle of an even-numbered range of values is called a Stapel scale
Indicate whether the statement is true or false
In the context of workplace deviance, unlike political deviance, personal aggression:
a. involves using one's influence to harm others. b. involves workplace violence. c. involves showing favoritism and spreading rumors. d. involves the theft of company merchandise.
The questions How do we think about problems and How do we tend to react to certain situations are ways to tap into:
a. attitudes b. beliefs c. behavioral tendencies d. stress
James Anderson visits a hospital to sell functional trolleys. During his conversation with the buyer, he understands that the buyer is not seeing any product benefit and is seeing only the price. James' trolleys are not the cheapest available in the market. What action can be taken by James to overcome this situation?
A. He can offer a discount to make the product competitive. B. James should visit the prospect regularly to build trust. C. James can use the SELL sequence technique. D. James cannot sell the product here as he has not qualified the prospect before that sales call. E. James can use a demonstration to convince the customer.