Question

When clara began measuring the depth and quality of relationships salespeople developed with customers, she was practicing , putting more emphasis on the processes used to make sales than on the sales goals themselves?

Answer 1

Clara is practicing management by means, also known as MBM.  Management by means refers to the management style that focuses on emphasizing the right process to achieve the goals and if the right processes are used, the right outcome should happen. This style of management encourages the use of detailed steps and making sure everything is accurately followed.

Answer 2

The correct answer is management by means in which is followed after the word ‘she was practicing’. It is likely she is using MBM or also known as management by means as this focuses more on having to achieve goals with the use of right process and that when followed, this will likely be followed with the outcome that is desired in which Clara is engaging to.