Chapman Enterprises Is an MNE That Markets a Diverse Portfolio

question 27

Multiple Choice

Chapman Enterprises is an MNE that markets a diverse portfolio of products including jewelry, luggage, and furniture.Which structure would most likely be used by Chapman?

• A)international division
• B)functional division
• C)geographic division
• D)product division

---

Definitions:

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff - aiming to tailor sales pitches that address the customer's specific situation and needs.

Line of Products

A range of related products offered by a company, often characterized by function, target market, or brand.

Opinion Approach

A sales technique where the seller starts the conversation by asking for the prospect's opinion to engage them and build rapport.

Safety Equipment

Devices or apparatus designed to protect individuals from harm or accidents.