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It is recommended that sales managers use personality tests established by established organizations like the American Psychology Association to assess whether a candidate would be a good fit for their organization.

It’s a good time to walk away from a deal if the buyer objects more than one.

Managers and leaders have two types of power. They are:

The Situational Leadership approach is based on what concept?

Research shows that firms who train employees on compliance and ethics may not see a significant impact on violations.

Ethical problems occur when:

What concepts are NOT a part of the leader-member exchange (LMX) theory?

One disadvantage of hiring an external candidate is they may need more training to learn about the products and company values.

Purifying refers to shifting non-selling activities to lower-cost alternatives.

5. Define homeostasis.