The Balanced Scorecard Views the Organization from Four Perspectives, and Users

question 4

Multiple Choice

The balanced scorecard views the organization from four perspectives, and users should develop metrics, collect data, and analyze their business relative to each of these perspectives. Which of the following is not one of the four perspectives in the balanced scorecard?

• A) The leading perspective
• B) The internal business process perspective
• C) The customer perspective
• D) The financial perspective

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Definitions:

SPIN Procedure

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand and address customer needs.

New-Task Buying

The process of making a purchase decision for a product or service that a buyer has no previous experience with.

Formula Presentation

A structured and often script-based method of presenting information, where specific points are made in a predetermined order to achieve clarity and impact.

Memorized Sales Presentation

A pre-scripted pitch that is learned and delivered verbatim by a salesperson, aiming for consistency in conveying the product's or service's benefits.