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Quick Check - Topic 3

QuestionAnswer
Which types of power help you achieve commitment from others? - Legitimate and reward power - Legitimate and referent power - Expert and referent power - Referent and reward power - Reward and coercion power Expert and referent power
Which of the following is not one of the four steps top-notch sales people use to close a deal and keep customers happy? -Determine perceptions -Define the buying center -Evaluate motivations -Assess sources of power -Cultivate authoritative presence Cultivate authoritative presence
When making decisions, if someone decides something because it will make others like or respect them more, they are most motivated by what type of benefits? - Personal benefits - Process benefits - Product benefits - Profit benefits - Power benefits Personal benefits
Which of the following is not one of the three facts you were asked to consider while learning how to organize purchasing to create value Customers are demanding Competition is fierce Suppliers are complex Purchased goods account for up to 80% of COGS Suppliers are complex
What type of sourcing organizational structure is known for distributing control to individual plants or business units? - External - Centralized - Outlandered - Localized - Decentralized Decentralized
Which of the following is not one of the advantages of a centralized sourcing structure? - Talent development - More effective supply strategy - Reduced duplication - Increased bureaucracy - Standardization Increased bureaucracy
________ powers the centralized sourcing structure. Because everything happens in one central location, you know what your spend looks like. - Interdependency - Coherence - Visibility - Adjacency - Reliability Visibility
Aggregating spend with a smaller number of suppliers can improve supplier efficiencies, reducing supplier costs and enabling suppliers to pass savings on to the buying company. - True - False True
________ are the cost advantages that come with larger-scale production. - Logistics - Operating procedures - Scale economies - Learning effects Scale economies
The ________ is based on the simple idea that the time it takes to perform a task decreases as you gain experience with the task. - Operating procedures - Logistics - Scale economies - Learning curve Learning curve
Created by: tgalless
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