Which of the following is most closely related with the organic growth of an organization?
A) acquiring a product or service brand
B) entering new market places
C) increasing the operational profitability
D) increasing productivity of employees
E) developing new products from within
Answer: E) developing new products from within
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The dimension of personality from the Big Five model that focuses on being outgoing, sociable, assertive, and talkative is ______.
A. openness to experience B. conscientiousness C. neuroticism D. extroversion
GenX, a manufacturer of sport motorcycles, is seeking a new supplier of motorcycle headlamps and brake lights
After searching trade directories, GenX invites five different suppliers to make formal presentations about how their solutions can create greater value for GenX than competing solutions. GenX is currently in the ________ stage of the business buying decision process. A) problem recognition B) general need description C) product specification D) supplier search E) proposal solicitation
Which of these statements about formula presentations is true?
A. New-task buying situations are a good time to use the formula presentation method. B. An advantage of the formula presentation is that it is most adaptable to complex selling situations. C. Customers get the greatest amount of talking time at the beginning of the formula sales presentation. D. To successfully use the formula sales presentation method, the salesperson must have previously identified the prospect's needs and wants. E. The formula presentation is based on the SPIN procedure of developing and giving the sales presentation.
Which of the following reduces price competition?
a. Increasing the number of competitors. b. Increasing the number of substituting offers. c. Wider distribution of competitor and/or substitution offers. d. High switching costs for consumers. e. Increasing surplus capacity in the industry.