As an influence strategy, persuasion is preferred to threats and promises because it takes less time and skill to use.
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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
Q84: To be effective in influencing others, persuasive
Q86: Because salespeople have legitimate power in dealing
Q87: Assigning a salesperson lacking self-confidence to work
Q88: As an influence strategy, manipulation specifies a
Q89: When a sales manager attempts to control
Q90: All communication with the salesforce must be
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