In consultative selling, the customer is seen as:
A) a person to be served
B) a prospect to be sold
C) a point on the funnel
D) progress toward a quota
E) a challenge to be overcome
A
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In the _____ method, the manager keeps a written record of both favorable and unfavorable actions performed by an employee during the entire rating period.
A. forced distribution B. ranking C. essay D. critical incident
Which era of marketing is characterized by families who sold their surpluses to local distributors?
A. the marketing department era B. the marketing company era C. the sales era D. the simple trade era E. the production era
Organizational structure specifies the firm's:
A. formal reporting relationships, procedures, controls, and authority and decision-making processes. B. informal reporting relationships, procedures, controls, and authority and decision-making processes. C. formal value proposition, the markets it will serve, and how the firm will provide value in those markets. D. control mechanisms, grievance procedures, reporting relationships, procedures, and authority over decision-making processes.
A modern view of life in organizations suggests that being a yes-person too often can create a poor impression with a person's manager
Indicate whether the statement is true or false.