Which of the following statements is true regarding power?
A) A is said to have power over B if B controls something that A desires.
B) The greater A's dependence on B, the greater A's power in the relationship.
C) If A has the capacity to influence the behavior of B, then A is said to have power over B.
D) A can have power over B only if A is B's leader.
E) A can have power over B only when A and B have similar goals.
C
Explanation: C) If A has the capacity to influence the behavior of B then A is said to have power over B. The most important aspect of power is that it is a function of dependency. The greater B's dependence on A, the greater A's power in the relationship.
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Which of the following causes a difference between marketing in the developed countries and marketing in the developing countries?
A) The cost of production varies substantially between the developed and the developing world. B) The disparity between the rich and the poor in the developing world is reducing. C) There are substantial cultural differences between the developed and the developing world. D) Marketing in developing countries is far more expensive than in the developed world. E) The developing countries have more trade barriers in place than the developed countries.
Which of the following most likely occurs during the need discovery stage of the consultative sales process?
A) matching benefits with product offerings B) conducting product configurations C) modifying a product solution D) establishing buying motives E) conducting a sales presentation