The Procedure in Which an Organization Compares Its Own Practices

question 59

Multiple Choice

The procedure in which an organization compares its own practices against those of successful competitors is known as:

• A) redlining.
• B) poaching.
• C) benchmarking.
• D) profiling.
• E) delayering.

---

Definitions:

Negotiation Phase

The stage in a sales or business deal where parties discuss terms and work towards an agreement.

Trial Close

A sales technique where the salesperson tests the willingness of the customer to buy during the sales presentation.

Multiple Closes

A sales technique involving the use of various closing strategies to secure a deal or sale.