Securing support of salespeople for sales management programs and activities is one suggestion for helping sales managers to develop power.
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Q73: Reward power is based on the attractiveness
Q74: Differences in perceptions regarding the nature and
Q75: Actions based on the use of reward
Q76: It is possible for the salesperson to
Q77: When a sales manager perceives that the
Q79: Sales managers can help develop their power
Q80: Sales managers can help develop their power
Q81: It is appropriate for the sales manager
Q82: Threats should be eliminated as they are
Q83: Threats typically produce better compliance than can
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