In Order to Develop the "Right Strategy" to Succeed in Business

question 60

Multiple Choice

In order to develop the "right strategy" to succeed in business, managers must make the right decisions; and in order to make the right decisions, they must have objective, accurate, and timely:

• A) reports about the competition.
• B) reports about customers wants and needs.
• C) the number and sizes of market segments.
• D) Information.
• E) marketing mix elasticity coefficients.

Apply knowledge of closing techniques to real-world selling situations.

Understand various closing techniques and their appropriate contexts.

Identify common mistakes in sales calls and how to avoid them.

Incorporate technology effectively in closing sales.

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Definitions:

Trait Self-Esteem

The enduring sense of worth or value that one attributes to oneself as a consistent aspect of their personality.

Self-Verification

The desire to be understood and recognized by others according to one's firmly held beliefs and feelings about oneself.

Self-Handicapping

A cognitive strategy by which people avoid effort in the hopes of keeping potential failure from hurting self-esteem.

Self-Complexity

A concept in psychology that describes the extent to which an individual’s self-concept is comprised of multiple and distinct aspects.