When a sales manager perceives that the salesperson has more sales knowledge and experience than he/she does, there is a strong tendency to rely on referent and expert power to gain control of the situation.

Question

Quizplus · Accepted Answer

When a sales manager perceives that the salesperson has more sales knowledge and experience than he/she does, the manager may feel threatened and may try to exert coercive or reward power to gain control of the situation. This can result in a negative and unproductive work environment. A more effective approach would be for the manager to acknowledge the salesperson's expertise and work collaboratively with them to achieve the sales goals.

When a Sales Manager Perceives That the Salesperson Has More