midterm Flashcards
Who was the emperor of Rome in the year 170? And later has written works, “Medtitations” translated and published into a book by Gregory Hays?
Marcus Aurelius
Who said “bad companies are destroyed by crisis. Good companies survive them. Great companies are improved by them?
Andy Grove CEO of Intel
What is Stoicism?
philosophy
What are the 4 types of obstacles described in part 1 of the book?
mental, physical, emotional, and perceived
The obstacle in the path becomes the______, never forget, within every obstacle is an opportunity to improve our condition.
path
What are the three interdependent, interconnected, and fluidly contingent disciplines?
perception, action, and will
What is the Greek version of the Stoic phrase, what is up to us, what is not up to us?
ta eph’hemin
Based on that stoic phrase, what is up to us? our______
emotions, judgments, creativity, attitude, perspective, desires, decisions, etc.
According to the book, what famous business leader was credited with the concept of “Reality Distortion Field’?
Steve Jobs
According to the author “a clearer head makes for steadier”_______?
hands
According to the author “________” is the solution and the cure to our predicaments
action
We can always (and only) greet our obstacles with____
energy, persistence, pragmatism, strategic vision, resilience, craftiness, and savvy eye for opportunity
In Silicon Valley, start ups don’t launch a polished, finished business, instead they release their _____
MVP (Minimally Viable Product)
Great entrepreneurs are_______
never wedded to a position, never afraid to lose a little of their investment, never bitter or embarrassed, never out of the game for long
According to the author______ once said “I don’t care if the cat is black or white so long as it is catching mice
Deng Xiaoping
According to the author, what is will?
final trump card, quiet humility, residence and flexibility, will is our internal power, which can never be affected by the outside world
The Stoics call the ________ the fortress inside of us that no external adversity can ever break down
inner citadel
An ancient description at the oracle of delphi. . .
offer a guarantee and disaster threatens
What does KBO stand for?
Keep buggering on
What is the Latin translation for the title “enchiridon” famous work by epictetus?
close at hand
Despite suppliers’ improved ability to convey their unique value, there’s strong evidence that today’s customers are less willing than ever before to actually pay for that value, even when they perceive it? True or False
true
While there are many reasons customer do not buy, the primary culprit is the dramatic increase in both the number and diversity of customer stakeholders typically involved in solutions they purchase today and the dysfunction that is bred by the ever expanding number of individuals who need to weigh in before a deal is signed. True or False?
True
It is critical to find the “Challenger Buyer” in the account for a sales campaign to be successful. True or False
True
What is another name for those who are “Customer Challengers,” inside a company?
mobilizers
How many different people on average are formally involved in a typical purchase decision?
5.4
Stakeholder dysfunction go up when Stakeholders engage in discussions of the most important issues regarding a purchase together. True or False?
False
By the time a sales person is brought into the sales process a customer is less than 50% of the way through a typical purchase process? True or False?
False
A dysfunctional group is a full ___% less likely to pay a premium for a high cost offering than a functional group.
50%
At what % is the “Wailing and gnashing of teeth” hit its peak when the deal starts falling apart?
37%
A dysfunctional group is a full 80% less likely to pay for a premium for a high-cost offering than a functional group? True or False?
false