Company Managers Can Significantly Advance the Cause of Superior Strategy

question 40

Multiple Choice

Company managers can significantly advance the cause of superior strategy execution by

• A) using various process management tools to drive continuous improvement in how internal operations are conducted.
• B) benchmarking the company's performance of particular activities and business processes against "best-in-industry" performers.
• C) examining "best-in-company" performers if a company's different organizational units is performing the same functions at different locations.
• D) benchmarking the company's performance of particular activities and business processes against "best-in-world" performers.
• E) All of these.

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Definitions:

Direct Negative-No Question

A type of question that prompts a negative response and is directly tailored to confirm a particular assumption or piece of information.

Opinion Approach

An approach whereby a salesperson shows that the buyer’s opinion is valued.

SPIN Approach

A sales technique that involves asking Situation, Problem, Implication, and Need-payoff questions to understand a customer's needs and propose solutions.

Prospect's Approval

The process by which a potential buyer signals their agreement or interest in moving forward with a purchase.