Which of the Following Is True of the Planning Process

question 32

Multiple Choice

Which of the following is true of the planning process in an organization with an innovative culture?

• A)It encourages lower-level managers to participate in the process.
• B)It rarely takes risks involving the development of new products.
• C)It emphasizes formal top-down planning.
• D)It subjects the suggestions from lower-level managers to a formal review process that significantly slows decision making.
• E)It creates a well-defined hierarchy of authority and establishes clear reporting relationships so that employees know exactly whom to report to.

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Definitions:

Adaptive Selling

The practice of customizing sales approach to the specific needs and behaviors of individual customers or situations.

Sales Force

A dedicated team or group within a company responsible for conducting sales and building relationships with prospects and customers to drive revenue.

Market Conditions

The state of the economy and the conditions of the business and consumer sectors that influence supply, demand, and pricing.

Equalized Workload Method

A market-based sales force sizing approach in which sales managers use sales-activity calculations to determine proper staffing levels.