Effective Communication with Telecommuter Sue has worked from home for four years, taking phone orders for a national catalog retailer. Sue feels unappreciated for her efforts and detached from the management and coworkers. In the past, Sue had been
very efficient, responsible, punctual, and reliable. Lately, however, her performance has faltered. The quality analyst who is monitoring her calls find that she is not selling the new additional products as is required of her. Using the concept of stroking, how can Sue's supervisor motivate her to increase her productivity and job satisfaction?
Sue's supervisor can tell Sue how much he appreciates her years of service and good work. He can also listen intently to her while she is expressing her frustration and ask specifically what hinders her from selling additional products. By paying more attention to her needs, the supervisor may make her feel more appreciated. Moreover, the supervisor can empower her to be a better salesperson by explaining the rationale for the new offers and listening to her input about them. He can include her in strategy development to make her more willing to sell.
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Indicate whether the statement is true or false
A modified rebuy ________
A) requires more time and effort than straight rebuys B) is the B2B version an impulse purchase in the consumer market C) requires more time and effort than new-task buying D) occurs whenever a company reorders a product from an original supplier E) involves only one role in the buying center
In a business decision where there are ethical concerns, the preferred course of action should be one that:
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________ is the use of techniques, activities, and processes to guarantee that a certain good or service meets a specified standard
A) Inventory control B) Supply line control C) Quality control D) Management control E) Enterprise resource planning