Marco asks his manager to listen in while he makes calls one day to help him figure out what he could be doing better. The manager concludes that Marco is doing an excellent job of building rapport but is not qualifying prospects as he talks to them
The manager suggests that Marco spend less time talking about the prospect's personal details and:
A) more time talking about the features of the product
B) focus on non-verbal ways to build rapport with the prospect, such as making active listening noises
C) keep a list of qualifying questions in front of him so he makes sure to ask each one of them during the call
D) practice his elevator pitch so he can help the prospect understand the product more quickly, since they do not have time on the phone to do a long pitch
E) instead, talk about himself so the prospect will be able to trust him more easily
C
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Tomás, a sales associate in the furniture department of the Larkspur Department Store, reports to Carolina, the furniture department manager. This morning, Carolina asked Tomás to change the price tags on the desk chairs. While working on this task, David, the computer department manager, told Tomás that he wanted him to unload some computers. Tomás is confused about what to do because under the principle of unity of command,
A. employees should report to no more than one manager. B. Tomás will need to determine how he can multitask. C. employees can report to two managers, so Tomás needs to decide whose directions to follow. D. Tomás can refuse to do both tasks. E. Tomás needs to decide which manager has more power.
When management uses common production facilities or purchasing procedures to distribute different but related products, they are
A. sharing activities. B. using portfolio analysis. C. building on core competencies. D. achieving process gains.
Since every research project is different, it is wise to develop a new and novel scale format to suit the particular needs of the existing situation
Indicate whether the statement is true or false
In a revolving credit agreement, the firm pays interest on ________
A) the full line of credit B) the unused portion of the line of credit C) the amount actually borrowed and compensating balance D) the amount actually borrowed and commitment fees on any unused portion of the loan