A ______ is a written description of a new venture, including its objectives and the steps for achieving them.
a. business plan
b. sales pitch
c. elevator pitch
d. mission statement
a. business plan
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When a salesperson says, "This glue will form a stronger bond than any other glue on the market," he is stating a product benefit.
Answer the following statement true (T) or false (F)
In an administered VMS, the producer assumes the leadership position in a distribution channel by default
Indicate whether the statement is true or false
Networking, as it applies to the field of selling, is a method of prospecting that:
A) utilizes the telephone and cold calling strategies B) remains popular only in the telecommunications field C) is seldom used today because of the rise of social media D) is considered unethical in most industries because of lawsuits E) relies on making contacts with people and profiting from the connections
Answer the following statements true (T) or false (F)
1. Employees don’t need to take explicit action to incite change. Organizations are constantly changing, and change opportunities will present themselves regularly. 2. Discontinuous change involves a major break from the change. 3. According to Waldersee and Griffiths, direct action taken by managers is more effective than staff participation. 4. Carefully laid-out plans should be taken seriously and adhered to despite any dissention that may arise.