Which of the following is LEAST likely a benefit of using competency based pay?
A) supporting a firm's talent management process
B) developing an efficient and legally defensible wage curve
C) aiding in the implementation of a high-performance work system
D) encouraging the development of skills needed for a firm's strategic goals
Answer: B
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Outstanding leaders combine good ______________ and effective _______________ to formulate and implement strategies that produce results and sustainable competitive advantage.
A) interpersonal processes & vision creation B) encouragement of the heart & communication processes C) personal development & business strategies D) strategic substance & interpersonal processes
Roni discovers that she and a prospect belonged to the same sorority at different colleges in different decades. Should Roni mention this to the prospect?
A) No. Roni should not attempt to use this commonality to gain an unfair advantage in selling. B) No. The prospect will unlikely be interested in any commonalities she shares with Roni. C) Yes. Roni should ask the prospect detailed questions about what sorority life was like ten years earlier in an attempt to understand the older generation. D) Yes. Roni should mention the commonality as a way to establish initial rapport with the prospect. E) Yes. Roni should exploit the commonality to become friends with the prospect and see each other socially so the prospect will definitely buy from Roni.