In Scenario 6.1, what does the triangle between Process A and Process B represent?

What could Marco most likely focus on to better meet his goals?

A) more prospecting to make sure he has a steady supply of potential new customers to present the product to B) qualifying prospects to make sure that they have the desire and decision-making authority to make a purchase C) presenting to the prospect using a stronger emotional appeal and less logic D) presenting benefits to the prospect instead of features, and making sure the benefits are as specific as possible E) working with a more seasoned salesperson from his company to learn techniques for finding more prospects in less time

Managers need to take into account a number of perspectives when assessing the "first" criteria. The ________ focuses primarily on balancing the tax shield benefits with financial distress costs

A) competitive perspective B) internal perspective C) investor perspective D) creditor perspective