The problem-solution method is best suited for selling insurance and similar financial products.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. The company's leading salesperson is Peter Austin, who sees his company "as a service company rather than a food and drink business. Our priority is to get the hampers out on time, filled with the right products." Austin often checks to see if his customers are satisfied with his service. For one customer, Austin was asked to include a plastic piggy bank in each hamper. Austin purchased the piggy banks from ABC Gifts and included them in the hampers. Clearwater Hampers does not plan to purchase piggy banks in the future, so the ABC Gifts salesperson most likely engaged in:

A) relationship selling.
B) direct selling.
C) transaction selling.
D) transformational selling.
E) partnering/consultative selling.

Which statement concerning managers and administrators is true?

A) Administrators deal with human resources, while managers deal with material resources.
B) Administrators are managers who work in public or not-for-profit organisations.
C) Administrators deal with material resources, while managers deal with human resources.
D) Administrators cannot be managers and managers cannot be administrators.
E) Not-for-profit organisations do not have managers; business enterprises do not have administrators.

Mark Drum, president of Bayside Engineering, wants to apply a more modern strategy-making style at his company. He would like to implement an organic approach, in which strategy is driven by his employees' (organizational actors) initiative. Which mode would you recommend?

A) Command
B) Symbolic
C) Rational
D) Transactive
E) Generative

___ generally increases the time the group needs to reach its decision.

A) Delegating
B) Averaging inputs
C) Voting
D) Majority rules
E) Reaching consensus

To increase the likelihood of being positive Pygmalions,managers should remember:

A) individuals evaluate others solely on the basis of one attribute
B) people understand the causes of their own behavior
C) a person's behavior affects others
D) people tend to see their own traits in other people

A nonverbal indicator that a person is lying is likely to be ________.

A) a symmetrical smile
B) maintaining eye contact without constant staring
C) difficulty in maintaining eye contact
D) facial expressions that last about four or five seconds

Partnership income and losses are usually divided on the basis of interest, salaries, and stated ratios because

A) partners seldom contribute time and resources equally
B) this method reflects the amount of time devoted to the partnership by the partners
C) it is simpler than following the legal rules
D) it prevents arguments among the partners