Laplace criterion is an approach to solving problems under which of the following conditions?
a. decision-making under certainty
b. decision-making under uncertainty
c. decision-making under risk
d. decision-making under regret
b. decision-making under uncertainty
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An activity's crash cost includes ________ costs.
A. Normal B. Total C. Direct D. Overhead E. Indirect
The indirect approach ________ when compared to the direct approach
A) is the better choice for most requests B) includes a request at the beginning of the message C) is easier to understand D) is more time-consuming for your audience to process E) is impolite
For a salesperson, why is style flexing more important in consultative sales than in transactional sales?
A) In consultative sales the buyer needs to be able to believe the claims of the salesperson about the product. In transactional sales, the buyer knows the claims about the product are likely to be exaggerated or untrue as a matter of course. B) In consultative sales, sales managers are more likely to be assessing the salesperson's rapport with each customer, so proving that the salesperson is making the customer feel comfortable is key to receiving a good performance review. In transactional sales, performance reviews are based solely on hitting sales quotas. C) In consultative sales, salespeople often have to service the customer once the sale is complete, acting as account managers as well as salespeople, which means flexing styles according to the roles they play. In transactional sales, there is often no follow-up to the sale. D) In consultative sales, the salesperson and customer are building a relationship with each other toward the correct purchase, so they must feel comfortable with and trust each other. In transactional sales, a long-term relationship is not important. E) In consultative sales the customer expects to be catered to, so salespeople must use the customer's preferred communication style, or else the customer will switch to another service provider. In transactional sales, the customer often has no say over the terms of the sales interaction.
Which of the following is not one of the benefits of the framework for addressing ethical dilemmas?
A. It makes explicit the issues underlying the ethical dilemma. B. It highlights the various stakeholders' perspectives. C. It aids in communicating the decision to others. D. It avoids the classic Catch-22 that companies can find themselves caught in when resolving ethical dilemmas ("damned if you do and damned if you don't"). E. It allows a company to justify its decision regarding people versus profits.