Planned and unplanned change may happen either gradually or rapidly, leading to a dramatic impact on the organization
a. true
b. false
a. true
You might also like to view...
All of the following are true for multivariable account segmentation EXCEPT that it:
A. is used because organizations use many channel members. B. characterizes the organization's account using more than one criterion. C. is used by sales organizations who sell to several markets. D. emphasizes the supply of similar products to channel members. E. allows sales personnel to develop plans for selling various products to specific segments of their accounts.
Professional buyers often learn to use specific tactics in dealing with salespeople. List three tactics that were identified in Homer Smith's book, Selling Through Negotiation
What will be an ideal response?
Which of the following statements is the best example of a minor-points close?
A. "So you really like the fabric color and texture as well as the shape and size of that sofa?" B. "I'll have that new mattress delivered to your house on Wednesday." C. "If you don't buy this chair today, you may never be able to buy it. I have another customer who is planning on buying it tomorrow if it is still in stock." D. "Your appreciation of that lamp just confirms my opinion of your impeccable tastes." E. "Do you want those pillows in maroon or ebony?"
Discuss the meaning of the term collection.
What will be an ideal response?