In the Context of Structural Dimensions in Organizations, the Extent

question 2

Multiple Choice

In the context of structural dimensions in organizations, the extent to which decision-making authority has been delegated to lower levels of an organization is called _____.

• A)centralization
• B)formalization
• C)specialization
• D)standardization

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Definitions:

Direct Objections

Explicit reservations or disagreements voiced by a potential customer during a sales process.

Alternative-Choice Close

A sales technique where the salesperson presents the potential buyer with two choices, both leading to a sale, in an effort to close the deal.

Buying Decision

The process of evaluating and choosing from available alternatives to purchase a product or service.

Question Close

A sales strategy that involves closing a deal by asking the customer a question that assumes the sale has been made.