According to Maslow's hierarchy of needs, people generally satisfy lower level needs before they move on to higher level needs
Indicate whether the statement is true or false
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Building a prospect base is typically part of which step of the Strategic/Consultative Selling model?
A) development of a customer strategy B) development of a personal selling philosophy C) development of a product strategy D) development of a relationship strategy E) development of a presentation strategy
Which of the following channel conflict resolution techniques is used only if everything else proves ineffective?
A) legal recourse B) mediation C) arbitration D) co-option E) superordinate goals
In strategic change in an organization, _____.
A. it moves to a radically different, and sometimes unknown, future state B. it moves from an old state to a known new state during a controlled period of time C. its mission, culture, goals, structure, and leadership change dramatically D. it makes small improvements in its work procedures
For all types of generic strategies, a company's success in sustaining its competitive edge depends on
A. defining its differences in terms of product line, production emphasis, location, joint ventures, and strategic alliances. B. establishing a central theme for how the company will endeavor to outcompete its rivals and engage complementors with cooperative strategies. C. defining its differences in terms of marketing emphasis, strategic group intracompetition, and the means of maintaining strategy. D. its market and competitive environment, a defensible niche, and a homogeneous strategic group. E. having resources and capabilities that rivals have trouble duplicating and for which there are no good substitutes.