Consultative Selling Focuses on Making Short-Term Sales

question 32

True/False

Consultative selling focuses on making short-term sales.

Understand the concept of justice (interactional, procedural, informational, and distributive) in organizational contexts.

Recognize strategies for workforce adjustment including downsizing, layoffs, and employing contingent workers.

Acknowledge the effects of different human resource strategies on employee morale and job satisfaction.

Identify effective disciplinary programs within organizations.

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Definitions:

Plant Assets

Physical resources that are owned and used by a business and are permanent or have a long life; long-term or relatively permanent tangible assets such as equipment, machinery, and buildings that are used in normal business operations.

Decentralization

The distribution of decision-making power away from a central authority, allowing for greater autonomy at lower levels of an organization.

Authority

The power or right to give orders, make decisions, and enforce obedience.

Support Department Allocation Rates

Ratios or percentages used to distribute the costs of support departments to producing or service departments based on agreed-upon methods.