The ________ method of closing a sale attempts to bring to the table all issues of concern to the prospect but does not claim to be able to resolve the issues.
A. minor point
B. probing
C. alternative choice
D. direct request
E. benefit summary
Answer: B
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Cloud computing means that archives-including music and movie files, photos, and documents-are stored on massive remote servers and data centers rather than on individual users' computers
Indicate whether the statement is true or false
If Microsoft announces plans for a new-product development, smaller firms may choose to concentrate their development efforts in other directions to avoid head-to-head competition. In this example, Microsoft is employing a ________ strategy
A) preemptive defense B) counteroffensive defense C) mobile defense D) flank defense E) contraction defense
When the probability of success, P is modeled using a binary logit model, it is constrained to lie between ________
A) 0 to -1 B) -1 to 1 C) 1 to 100 D) 0 and 1
Which of the following is an approach to managing the risk that a contractor may not complete a complex project properly?
A. Require the contractor to operate the facility for a while to demonstrate everything is functioning as it should. B. Award the same project to multiple contractors to improve the chances that one of the contractors will successfully finish the project. C. Guarantee that key employees from the contractor will have high-paying jobs with the primary company upon successful completion of the contract. D. Recruit personnel on behalf of the contractor to ensure that high-quality resources are deployed in the project.