What Can Be Said About Decision Making in Centralized Organizations

question 65

Essay

What can be said about decision making in centralized organizations and decentralized organizations? How do centralization and decentralization relate to formalization?

Differentiate between bottom-up and top-down analysis for predicting sales.

Recognize the psychological insights that can be gained from studying proxy products.

Learn the different ways customer segments can be defined, including behavior.

Understand the meaning and significance of TAM, SAM, and SOM in market analysis.

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Definitions:

Speeches

Formal addresses or talks delivered to an audience, often with the purpose of informing, persuading, or entertaining.

Personal Selling

A method of selling that involves direct interaction between a sales representative and a potential customer, usually in a face-to-face manner, aiming to persuade the customer to make a purchase.

Two-Way Flow

Communication or interaction that involves back-and-forth exchange of information, ideas, or materials between two parties or points.

Salesperson

An individual who sells products or services directly to customers, aiming to meet their needs and secure transactions.