Compare the New Era and Baptist Foundation cases. What common threads do you see?
Both involved good causes run by people who seemed to be altruistic. The returns in both were phenomenal – too good to be true. There was hesitancy in both to question them because of their nonprofit nature. There remained an aura of credibility despite continuing questions. Both were Ponzi schemes. Both had signals that trouble was afoot, but the signals were ignored or not pursued.
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Identify a true statement about closing techniques used in a major sale.
A. An emphasis on getting the sale no matter what raises the possibility of getting a commitment. B. Closing receives very little emphasis in sales training. C. A high-pressure close is necessary when the salesperson has done a good job throughout the process of obtaining commitment. D. Reliance on closing techniques instead of engaging in identifying needs and providing solutions reduces the chances of making a sale. E. Salespeople are advised to concentrate on closing orders rather than on developing relationships with customers.
Strategic planning for a firm such as Disney with several SBUs probably occurs ________
A) only in its corporate headquarters B) only at the individual business unit level C) at both the overall corporate level and at the individual SBU level D) as needed based upon the success of the division E) at the location best suited for this function based upon findings of the SWOT analysis
Permanent differences between pretax book income and taxable income arise from tax-exempt interest revenue and certain fines
Indicate whether the statement is true or false
Define and briefly describe a contract sales force.
What will be an ideal response?