A sales manager whose behavior is consistent with the both the values the sales manager upholds and the goals of the organization is providing the role-modeling dimension of coaching.

The bullwhip effect is characterized by:

A) ordering patterns that experience increasing variance as you proceed downstream in the chain. B) ordering patterns that experience increasing variance as you proceed upstream in the chain. C) purchasing patterns that experience increasing variance downstream in the chain. D) purchasing patterns that experience decreasing variance as you proceed upstream in the chain.

If the counterparty does not believe you actually have a BATNA, and you allude to options you

do not actually have, this would be considered ________. A) power tactics B) misrepresentation C) perceived power D) reciprocity