A sales manager is writing the script for his salespeople to follow when approaching new potential clients
What part of the process is most important for the manager to leave open for sales reps to flex according to the communications style of the prospective client?
A) asking for the close
B) presenting the benefits of the services
C) developing rapport with the prospective client
D) presenting the pricing structure
E) discovering the prospective client's needs
C
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The _____ assumes that leaders adapt their behavior and style to fit the characteristics of the followers and the environment in which they work.
A. path-goal theory B. trait theory C. inspirational leadership theory D. two-factor theory
The Aston researchers identified five variables drawn from Max Weber’s initial list of fifteen: __________ refers to the extent to which the organization ensures that decision-making is referred to the apex of the organization, or distributed across lower levels.
a. Specialization b. Formalization c. Configuration d. Centralization
Stefan is an entrepreneur who involves group members to stimulate each other to come up with new or improved ideas. Stefan uses which of the following?
a. finding approach b. habit-breaking strategies c. imagination-based strategies d. interpersonal strategies
Companies can choose information cleansing software from several vendors. Which of the following is not a vendor mentioned in your text?
A. SAS. B. McAffee. C. Ascential Software. D. Oracle.