About One Third of the Way Through Your Presentation, the Prospect

question 91

Multiple Choice

About one third of the way through your presentation, the prospect brings up the competition and asks you about one of their products.What should you do under this scenario?

• A)ignore the question and get back to your presentation
• B)tell the customer you are familiar with that product (if you are) and explain how and why some of your current customers at one point used that competitor's product and now are your customers
• C)go into a detailed explanation highlighting the features of your competitor's product
• D)bring up all of negative issues associated with your competitor's product
• E)try in a humours manner, put down the competitor's product

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Definitions:

Organic

Often used to describe farming practices that avoid the use of synthetic fertilizers and pesticides, or organizations and systems that are flexible and adapt to changes naturally.

Mechanistic

Characterizes an organizational structure that is highly bureaucratic, with strict rules, procedures, and a clear hierarchy, focusing on efficiency and predictability.

Flexible

Capable of adapting to changes and new conditions in a thoughtful and efficient manner.

Span of Control

The number of individuals that a manager or supervisor is directly responsible for overseeing in an organizational structure.