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Exercises

1: The instructor will divide the class into groups and will give you a handout called Student’s brief. Read the handout and follow the instructor’s directions to play the game.
2: In the following scene, David (project team member) and Paul (project team member) are speaking to each other on the phone.

David: To be honest, I think we all understand why our sales quotas need to increase. We need to find a solution that meets everyone’s expectations.

Paul: Wait, one second. I don’t think there’s been enough discussion on why sales quotas need to increase. We need to understand why the sales quotas are not increasing before we begin brainstorming solutions.

David: Okay, what more can we know about our own department?

Paul: Well, to start with, we could look at the sales figures you compiled for the last ten quarters. They might provide some insight on why company sales are so stagnant.

When using the decision-making process, how should you identify the causes of a problem? Discuss with the class.




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