Assigning a salesperson lacking self-confidence to work temporarily with a confident senior salesperson is one way of using the relationships influence strategy.
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Q82: Threats should be eliminated as they are
Q83: Threats typically produce better compliance than can
Q84: To be effective in influencing others, persuasive
Q85: As an influence strategy, persuasion is preferred
Q86: Because salespeople have legitimate power in dealing
Q88: As an influence strategy, manipulation specifies a
Q89: When a sales manager attempts to control
Q90: All communication with the salesforce must be
Q91: More frequent and formal communication between sales
Q92: Both front-line sales managers and salespeople believe
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