Assume you have the opportunity to “sell” your course instructor on the idea of eliminating final examinations. Prepare a sales presentation using the techniques in Exhibit 17.3
Answer to relevant QuestionsWhat are some nonfinancial rewards that could be offered to salespeople?What risks are Barna and Beauchamp taking by giving away samples every month? What non-export strategies can small businesses adopt? In view of the unique needs and capabilities of small firms, what are the advantages and disadvantages of each of these strategies?Is the quality of management likely to be relatively uniform in all types of small businesses? If not, what might account for differences?1. Is such a loosely organized firm likely to be as effective as a firm that defines jobs more precisely and monitors performance more closely? What are the advantages and the limitations of the managerial style described ...
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