Identify a true statement about the Hawthorne studies.
A. It focused on the ways in which an individual's performance could be improved.
B. It showcased that productivity is not affected by human relations.
C. It followed a period of American history marked by administrative management.
D. It concluded that changes in physical conditions affect workers' efficiency.
Answer: C
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Customized service agreements add value to a sale by:
A) allowing salespeople to charge more money for features that are usually free B) requiring salespeople to spend more time with customers C) convincing customers to spend more money on longer terms D) incorporating the customer's special priorities, feelings, and needs E) requiring that customers trust salespeople to keep their verbal promises
When setting professional fees, which of the following should LEAST likely be considered?
A) professional experience B) exclusivity of skills C) number of channels D) value to clients E) target market
When faced with a limited resource, a company will maximize profit by making the product with:
a. the highest contribution margin per unit. b. the lowest contribution margin per unit of the constraint. c. the lowest contribution margin per unit. d. the highest contribution margin per unit of the constraint.
Which of the following would be an example of a reverse auction?
A. Direct buyer- seller bidding B. Blind bidding on consumer's perceived value C. Suppliers bidding for contracts D. Distributors bidding on territories E. All of the above