Karyn Fleishman Is the Lead Sales Representative on a Team

question 35

Multiple Choice

Karyn Fleishman is the lead sales representative on a team selling super-powered microscopes to research laboratories and other research institutions. She and her team just made a presentation to the buying team of a large lab, and they are about to enter the negotiation process to work toward closing a deal.
-During the negotiations,it became apparent that the buyer had not understood the delivery schedule correctly. This most likely made the situation:

• A)more difficult,as the sales team clearly cannot communicate details effectively
• B)more difficult,as the sales team must start the whole negotiating process again
• C)more difficult,as the buyer was not capable of agreeing to the complex terms
• D)easier,as the buyer gave in to the seller with an apology for misunderstanding
• E)easier,as the sales team needed to clarify details instead of renegotiate

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Definitions:

Scorecard Cascading

The use of multiple scorecards, with scorecards divided into smaller, division- and job-specific scorecards so that all individuals throughout a company support the overriding strategy of the company.

Decentralized Corporation

A business structure where decision-making is distributed among various managers and departments, rather than being concentrated at the top level.

Balanced Scorecard

A system for strategic planning and management designed to align organizational activities with its vision and strategy.

Customer Satisfaction Ratings

A measure used to quantify the degree to which a customer is happy with a product, service, or experience.