In the Study by Lawrence and Lorsch,companies in Complex,dynamic Environments

question 29

Multiple Choice

In the study by Lawrence and Lorsch,companies in complex,dynamic environments developed _____ levels of differentiation;and _____ levels of integration.

• A)low;low
• B)intermediate;high
• C)high;high
• D)low;high
• E)high;low

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Definitions:

Suggestive Selling

A sales technique where the seller recommends additional products or services to customers based on their current purchase intentions or past buying habits.

Formula Selling

A structured sales technique where the salesperson uses a predetermined set of steps or a script designed to lead a potential customer to make a purchase.

Adaptive Selling

A sales technique where the salesperson adjusts their selling behavior based on the nature of the sales situation and the customer's needs.

Need-Satisfaction

A marketing concept focusing on identifying and fulfilling the specific needs or desires of customers to enhance satisfaction and loyalty.