When a sales manager follows up a complaint from a key customer with a letter to that customer describing the nature of the complaint and what the organization plans to do to resolve the situation and to prevent its future occurrence,this sales manager is acting according to this principle of management:
A)The need for noise
B)The need for high information richness
C)The need for jargon
D)The need for a paper trail
E)The need for groupthink

Question

Quizplus · Accepted Answer

The sales manager is creating a documented record of the complaint and the resolution plan, which is essential for accountability and future reference, thus establishing a paper trail.

When a Sales Manager Follows Up a Complaint from a Key