The customer’s specific desires and frustrations as they relate to a specific use case are known as:
a. Latent Needs
b. Annoyances
c. Core Needs
d. Preferences
a. Latent Needs
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When salespeople and buyers trust each other, they:
A. share ideas more willingly. B. assume that each party will be honest with the other one. C. assume there is no need to constantly monitor the activities of each other. D. communicate more efficiently. E. perform all of these.
Which of the following industries would you expect to have, on average, high asset turnover and low profit margin?
a. Hotels b. Grocery stores c. Utilities d. Oil and Gas extraction
Members of a negotiating team may take on which of the following important roles in the negotiation process?
A. A team member may take any of these roles. B. legal counsel C. observer D. chief spokesperson
The phase of ERP implementation in which a firm familiarizes itself with the ERP system is referred to as?
a. Synergize b. Synthesize c. Stabilize d. Synchronize