Based on External and Internal Analyses,top-Level Executives Design a Rational

question 19

Multiple Choice

Based on external and internal analyses,top-level executives design a rational and structured strategic plan that is called ____________.

• A) scenario planning
• B) an emergent strategy
• C) an intended strategy
• D) an unrealized strategy

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Definitions:

Need-Payoff Question

A Need-Payoff Question is a sales technique that encourages prospective customers to consider the benefits and value of a product or service, focusing on solving specific needs.

SPIN Approach

A sales technique that focuses on understanding the Situation, Problem, Implication, and Need-payoff in customer interactions.

Categories of Questions

A classification that organizes questions based on their purposes, such as information gathering, clarifying, or problem-solving.

Text Discussed

The act of examining, analyzing, or debating a specific written material or document, often in an academic or professional setting.