Department stores seldom make demands on their suppliers to cover the heavy discounts and markdowns on their own selling floors
Indicate whether the statement is true or false
a. True
b. False
ANSWER: False
Department stores are making greater-than-ever demands on their suppliers to cover the heavy discounts and markdowns on their own selling floors.
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Strategic planning for a large firm such as Disney with several SBUs probably occurs ________.
A. only at the individual business unit level B. as needed based upon the success of each division C. at both the overall corporate level and at the individual SBU level D. only in its corporate headquarters E. at each location on a quarterly basis
CRM technology can assist the firm and its salesforce in the prospecting process through all of the following ways, EXCEPT:
A. Eliminating any central storage area for each prospect's information B. Serving as a repository for varying information about potential leads C. Enabling scoring of prospects to help the salesperson prioritize her efforts D. Providing tools to segment the pool of potential customers E. Generating reports to better understand the movement of prospects through the sales process
Determining your BATNA and ZOPA will help you in negotiations because:
A) the process will be delayed and you may be able to wear the buyer down B) you will have a leg up on buyers, who are restricted from performing these assessments C) you will only make the sale if your BATNA determination matches your buyer's exactly D) they determine the best fair price for a product based on economies of scale in production E) they tell you what you will be willing to accept before you walk away from the negotiation
________ is(are) the jargon, slang, and slogans used within the walls of an organization.
A. Language B. Symbols C. Values D. Rituals E. Beliefs