Looking at Lewin’s basic change model, ______________ requires explaining the rationale for change, breaking down the status quo, challenging existing beliefs, and understanding how starting on a new path is essential for the company’s survival.
a. Transforming
b. Refreezing
c. Reconstructing
d. Unfreezing
d. Unfreezing
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Which of the following is a common mistake that prevents a salesperson from making a successful sales call?
A. Asking too many open-ended questions. B. Being too accommodating to the prospect. C. Making overly assertive closing statements. D. Not recognizing when or how to close. E. Expecting the prospect to take an active role in the presentation.
Juanita Salazar signs a standard from bank guarantee form containing a continuing
guarantee clause for her husband Carlos. Which of the following is TRUE? A) Juanita is called a guarantor. B) Juanita is called the indemnifier C) Carlos is called the principal debtor D) Both A and C E) Both B and C
Which Six Sigma DMAIC phase focuses on why and how defects and errors occur?
A) control B) define C) measure D) analyze
The preapproach is the first step in the personal selling process.
Answer the following statement true (T) or false (F)