Dale's Horseshoeing Methods Save Time and Money for His Employer,but

question 76

Multiple Choice

Dale's horseshoeing methods save time and money for his employer,but when Dale suggests that everyone use his method,his boss says,"No.That's not the way we've always done it around here." Dale's employer is suffering from

• A) organizational inertia.
• B) prior strategic commitments.
• C) barriers to mobility.
• D) lack of distinctive competencies.
• E) the Icarus paradox.

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Definitions:

Prospect

A potential customer or client who has been identified as having the interest and authority to purchase a product or service.

Direct Close

A straightforward approach to closing a sale by directly asking the prospect to make a purchase or decision.

Implementation Process

The sequence of steps taken to put a plan, system, or policy into action.

Assumptive Closing

A sales technique where the salesperson assumes that the deal has already been made and talks about the next steps, encouraging the customer to agree.