According to the Textbook, Which of the Following Best Summarizes

Multiple Choice

According to the textbook, which of the following best summarizes the correct use of power in sales leadership, management, and supervision?

A) A sales manager should not be afraid to use all forms of power; however, he or she should do so carefully by considering all factors influencing a particular situation.
B) To be effective, the power to reward should always be used rather than the power to punish or coerce.
C) The power to direct salespeople by virtue of position should not be overused by a sales manager because it leads to resentment and underperformance.
D) To shape behaviour toward achieving organizational objectives, all positive behaviours should be rewarded with something.