Larry Has an Employee Who Is Amazing at Clearly Seeing

question 36

Multiple Choice

Larry has an employee who is amazing at clearly seeing rules and enforcing them. He has recently promoted her to the lead position in quality assurance. Which method of creating a positive organizational culture is Larry utilizing?

• A) rewarding more than punishing
• B) building on organization strengths
• C) using standardized practices
• D) building on employee strengths
• E) transmitting organizational culture through rituals

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Definitions:

Sales Negotiations

The process of discussions between the buyer and seller aimed at reaching a mutually beneficial agreement on terms.

Cost and Quality

The relationship between the expense of a product or service and its level of excellence or worth, often a key consideration in consumer purchasing decisions.

Minor-Points Close

A close in which the salesperson asks the prospect to make a low-risk decision on a minor element of a product.

Balance-Sheet Close

A sales technique where the salesperson presents a summary of the costs and benefits of a product or service to the customer, similar to a balance sheet in finance.