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What makes groups effective? Consider your own experience in group work at school. What makes groups effective? How can you translate what you have learned about group work into working as part of a sales team? Working in the school …
Negotiators have been known to lie during an important meeting. How can you tell whether buyers are lying? What should you do if you catch them telling a lie? While making the purchasing and different dealings it is very important …
What objections could the buyer raise? (Use any assumptions necessary to develop this list) Provide a response to each objection you listed in question 1 (make any assumptions necessary to create your response). Include the name of the method you …
You use the referral opening, and the prospect says, “You know, I’ve never trusted Jim Tollers (the person you used in your referral).” In the situation where I go for interview with the reference of Jim Tollers but the prospect …
Will salespeople be necessary in the future? Or will the Internet take over? Why or why not? If you see limited application of the internet, what conditions make purchasing (or selling) over the internet worthwhile? Does this vary for consumers …
Discuss the following myths about selling: Salespeople rip people off I think that people feel this way as a matter of fact. They feel that sales people are on commission and also are always there to sell them things …
What is the role of the human resources department in protecting employee rights? HR departments have a responsibility to protect employees’ interests to a point because this is in the interest of any organization as a whole. We …
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Read The Ultimate Incentive Plan on page 451. Why is it important that a company’s incentive plan is in alignment with its business plan? What considerations are important when developing an incentive plan, as discussed in this case? What advantages …
Discuss the role of the human resources department in wage and salary administration. Wage and salary administration is the process of paying the employees of an organization. This is usually done according to the rules and regulations developed by the …
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Read Cracking the Glass Ceiling on page 355. According to the case, what appear to be the forces that create the glass ceiling? What recommendations has the Glass Ceiling Commission made for helping women crack the glass ceiling? What did …
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