Why does the text describe prospecting as the "lifeblood of sales"?
What will be an ideal response?
Prospecting is described as the "lifeblood of sales" because it identifies potential customers which are essential to a salesperson's success.
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A restaurant is being sued because a customer claims to have found a bug in her chili. The company's lawyers believe there is only a remote possibility that the lawsuit will result in an actual liability. Which of the following actions should be taken by the company's management?
A) The situation should be described in a note to the financial statements. B) The possible liability should not be shown in the financial statements. C) The liability should be estimated and accrued as an expense. D) An expense must be matched to the period in which the incident occurred.
Which method of adjusting for nonresponse has the researcher contacting a sub-sample of the nonrespondents; projecting the values obtained from the sub-sample to all respondents; then adjusting the survey results to account for nonresponse?
A) substitution B) sub-sampling of nonrespondents C) subjective estimates D) replacement
List some important factors that companies need to consider when choosing a market-targeting strategy
What will be an ideal response?
Krista’s organization uses a differentiation strategy. To encourage workers to bring knowledge, skills, and abilities to the job that can allow them to analyze problems and come up with creative solutions, Krista might adopt a(n) ________ organizational philosophy on compensation.
A. pay secrecy B. above-the-market C. at-the-market D. competency-based pay E. profit sharing