Why is understanding the Web-Star product absolutely essential for a salesperson who uses adaptive selling to sell the teleconferencing software?
A) The salesperson must know the product completely to be able to persuade prospects to purchase it.
B) The salesperson must know the pricing schedule for all products and volumes of sales to give a quote instantly to an interested prospect on the phone.
C) The salesperson must understand the ins and outs of the product to be able to quickly reevaluate the best configuration for a prospect based on new information from the prospect.
D) The salesperson must know the product to be able to point out the flaws in competitor's teleconferencing software to prospects.
E) The salesperson must know all about the product to be able to explain all the features during a presentation.
C
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The components of the audit risk model include inherent risk, control risk, and detection risk.
Answer the following statement true (T) or false (F)
Which of the following is a core flawed assumption of the conflict resolution approach?
a. The highest-status person will be the most ethical. b. Most people involved will come to the same ethical conclusion. c. The egoist and utilitarian positions will almost always be in agreement. d. The lowest-status person will be guided by the virtue ethics theory.
The uniform, normal, and exponential distributions
A. are all continuous probability distributions. B. are all discrete probability distributions. C. can be either continuous or discrete, depending on the data. D. are all the same distributions.
One of the contributions of the GLOBE research has been:
a. more dimensions to explain culture b. identification of universal and culturally contingent leader behaviors c. the clarification of the dimensions presented by other researchers such as Hofstede and Trompenaars d. to recognize autonomy and assertiveness as key universal leadership styles