Virtual enterprises use computer networks and communications technology to bring people together on a project

In which step of the selling process does a salesperson learn as much as possible about a prospective customer before making a sales call?

A) approach B) follow-up C) demonstration D) handling objections E) preapproach

XYZ project organization has one workstation that is capable of generating the drawings that their clients study before accepting XYZ's bid

XYZ is currently in the midst of three proposal projects and knows exactly when it will need to use the workstation. All other work to be done, both before and after the workstation is used, is scheduled such that it flows to the workstation and keeps it busy. Resources used after this step are less critical; so while the subsequent work and resources are important, they aren't viewed with the same reverence as the workstation. This is an example of: A) Identifying a constraint. B) Elevating a constraint. C) Subordinating a system. D) Exploiting a constraint.