Which additional resources would you recommend that Aunt Anastasia try to obtain?
A) mix/mold
B) kiln
C) paint and seal
D) demand
Answer: B
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What should you remember when wanting your prospect with a thinker personality to make a decision on your solution?
A. Prospect probably will want input from others before making a decision. B. Prospect might be impatient with you for not moving quick enough. C. Prospect will probably be more methodical and deliberative in decision making. D. Prospect might want a path forward and to feel he or she is making progress. E. Prospect may need some level of social proof or recommendations from others.
A shortage of capacity (or inventory) occurs when
A) there are excessive cancellations. B) there are few cancellations. C) an expensive backup needs to be arranged. D) B and C only
Which of the following statements about the relative amount of time spent in the selling process by different types of salespeople is true?
A. A consultative salesperson would spend a lot of time generating leads. B. A traditional salesperson would spend a lot of time following up the sale. C. A relationship salesperson would spend a lot of time handling objections. D. A relationship salesperson would spend a lot of time qualifying leads. E. A consultative salesperson would spend a lot of time closing the sale.
Below is a narrative of the "Determine Requirements" portion (bubble 1.0) of the purchasing process described in Chapter 12
Narrative Description
Bubble 1.1 receives and stores the requests received from the inventory-management process (inventory's purchase requisition) and various departments (purchase requisition¾goods and services).
At predetermined intervals, bubble 1.2 accesses the accumulated requests held in the purchase requisition data; sorts the requests, perhaps by vendor or product type; and combines that data with the inventory master data to determine what purchases need to be made.
Required:
From the DFD (TB Figure 12.1) and the narrative description above, explode bubble 1.0 into a lower-level diagram showing the details of that process.
