Pedro, CEO of a successful IT company, is constantly reading press releases, ads, and news articles about his competition. He regularly checks information about new competitive products and visits trade shows to study his competition. Pedro is involved in
A. environmental observation.
B. TQM.
C. corporate spying.
D. management by observation.
E. competitive intelligence.
E. competitive intelligence.
Gaining competitive intelligence isn't always easy, but there are several avenues and, surprisingly, most of them are public sources—including advertising, investor information, and informal sources. Salespeople and marketers, who are out calling on corporate clients, may return with tidbits of information on what competitors are doing.
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Which type of listening is the give-and-take process that occurs between people as they respond to one another?
A. dialectic B. dialogic C. attending D. “I” messages
Refer to Data Table A. The mean of the ranges is ______.
A. 1.00
B. 0.7
C. 1.7
D. 0.27
Which of the following is NOT true about closing a sale?
A. Avoid multiple closes as it can offend the customer. B. Consider the customer's point of view in everything you do and say. C. Be sure that your prospect understands what you say. D. Tailor your close to each prospect. E. Learn to recognize the buying signals for making effective closes.
Invigilation:
a. is generally an inexpensive technique to use. b. should cover the entire business being investigated in order to cast as wide a net as possible. c. can backfire. d. All of the choices are true of invigilation. e. None of the choices are true of invigilation.