Which of the following is NOT one of the seven stages that individuals or teams go through as they move from the beginnings of an idea to the fulfillment of final outcome?
A. Hearing the call
B. Fear and resistance
C. Resolution
D. Turning point
E. Journey mapping
Answer: E
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A number of multilateral trade agreements have accelerated the pace of global integration which include:
A) NAFTA. B) GATT. C) WTO. D) EU. E) all of the above
Treating the other person with respect is which type of confirming response?
A. recognition B. acknowledgement C. endorsement D. friendliness
Marriott has branded its entire family of accommodations based on different value propositions, supported by clearly delineated pricing strategies. Its offerings include Ritz-Carlton and JW Marriott for the most discriminating patron, Marriott and Renaissance at the next level of full service, and an array of differentially positioned brands such Courtyard and Residence Inn. This is an example where ________ can occur at a level much broader in scope than individual products.
A. price lining B. reference pricing C. variable pricing D. auction pricing E. captive pricing
P&T Inc. ? P&T Inc. is an emerging company that wants to focus on personal selling, sales promotion, and public relations activities. P&T's management understands that personal selling is about the personal communication aimed at customers, but they feel that determining more specifics about the products they sell will allow them to better achieve their goal. Another important route they would like to take is to learn more about the various types of sales promotion. Finally, management would like to focus more on publicity-based PR. By concentrating on these areas, the company believes that it will be able to successfully create a promotional campaign. Refer to P&T Inc. During which step of the personal selling process should an P&T salesperson ask the prospect to buy the product?
A. Closing the sale B. Prospecting C. Answering objections D. Approaching the prospect E. Making the advertisement