To the Extent That a Firm's Resources and Capabilities Enhance

question 6

Multiple Choice

To the extent that a firm's resources and capabilities enhance a firm's competitive position by enabling a firm to exploit its opportunities or neutralize its threats, these resources and capabilities are valuable and are known as

• A) temporary competitive advantages.
• B) sustainable competitive advantages.
• C) core competencies.
• D) strengths.

Understand effective objection handling techniques in the personal selling process.

Identify the criteria for determining the effectiveness of personal selling in various purchase situations.

Know the importance of ethical standards and positive attitudes in sales performance.

Comprehend strategies for managing and evaluating salesforce productivity.

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Definitions:

Sunk Costs

Expenditures that have already been incurred and cannot be recovered.

Incremental Costs

Expenses that will be incurred only as a result of undertaking a specific action.

GAAP

Generally Accepted Accounting Principles; a common set of accounting principles, standards, and procedures that companies must follow when they compile their financial statements.

Erosion Cost

Costs that occur when the introduction of a new project reduces sales and profits of existing products.