The Progression to VNM Should Include All of the Following

question 6

Multiple Choice

The Progression to VNM should include all of the following activities and approaches except one.Which one should not be included?

• A) Manage risk
• B) Emphasis: total cost relationships
• C) Relationships: transactional, collaborative and alliance
• D) Bottom line impact: increase shareholder value
• E) Reporting: under the Vice-President of Operations

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Definitions:

Problem-Solution

A method or structure that identifies a problem and then proposes one or more solutions to address it.

Straight Rebuy

A routine purchase of the same goods or services without seeking new suppliers or altering specifications.

Need-Satisfaction

A sales approach focused on identifying and meeting the needs of the customer as a primary way to close sales.