1 pt aeb 3341 exam 3 white form a fall 2007 page 9 of

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Unformatted text preview: le “Where Nice Guys Do Finish Last: In Negotiations:” a) What was the study’s gloomy conclusion? (2 pts) b) What is the best predictor for success? (1 pt) AEB 3341 Exam #3 White Form A – Fall 2007 – Page 9 of 12 7. According to the sales management lecture, there are four (4) types of leadership styles (not philosophies) a sales manager can utilize. List two of the four leadership styles and describe a situation when each leadership style is appropriate to use. You are NOT allowed to use the PARTICIPATES style. (6 pts) 8. The following questions are based on the article “Hey Coach, What Should We Do?” a) What is the main trap sales managers often fall into? (1 pt) b) What does the author mean by the “asymptotic limit.” (2 pts) c) Define what the author means by ongoing positive feedback. (2 pts) AEB 3341 Exam #3 White Form A – Fall 2007 – Page 10 of 12 9. According to the sales management lecture, there are four ways of organizing a sales force. State one of the four ways, and provide two benefits and two drawbacks of organizing the sales force this way. (5 pts) 10. This question relates to the guest speaker from Chomp Menus – Dave Laiderman. After a successful first sales call, Dave struggled to make sales. What lessons did he learn early in this business? That is, what did he say were their new initiatives? List 4 things. (4 pts) AEB 3341 Exam #3 White Form A – Fall 2007 – Page 11 of 12 11. The following questions are based on the “Objection C...
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