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LAARC sales resistance mitigation tactic:
 

LAARC sales resistance mitigation tactic

n/a

  • topic: marketing & sales
  • period: n/a
LAARC is a standard sales resistance mitigation tactic. The acronym stands for LISTEN, ACKNOWLEDGE, ASSESS, RESPOND, CONFIRM. Buyers' objections in the sales process are natural and should be regarded as requests for additional information and triggers for acceptance rather than as negative remarks. LAARC categorizes objections in the...
 
chunking limit: Miller, George A.
 

chunking limit

Miller, George A.

  • topic: communication and culture & internationalisation
  • period: 1956
The Harvard psychologist, George A. Miller, worked on short term memory using Claude Shannon's and Norbert Weiner's information theory research. Shannon thought of information as measurable. He developed a mathematical theory of communication to deal quantitatively with the transmission of messages over 'channels' by measuring the amount of information transmitted...
 
value chain analysis: Porter, Michael E.
 

value chain analysis

Porter, Michael E.

  • topic: finance & accounting, marketing & sales, org. design & development and strategic management
  • period: 1985
Michael Porter published the Value Chain Analysis in 1985 as a response to criticism that his Five Forces framework lacked an implementation methodology that bridged the gap between internal capabilities and opportunities in the competitive landscape. This framework focused on industry attractiveness as a determinant of the profit potential of all companies...
 
project management defined: Wijnen, Gert
 

project management defined

Wijnen, Gert

  • topic: leadership & management and programme & project management
  • period: 1984
In 1984, Gert Wijnen, a management consultant at the Dutch consultancy firm Twynstra Gudde, wrote together with Peter Storm and Willem Renes 'Projectmatig werken' which dealt with management of unique assignments. The publication quickly became an accepted handbook for project management in the Netherlands. Wijnen regarded projects as...