After Salesperson Danny O'Reilly Has Made a Sale, He Asks

question 34

Multiple Choice

After salesperson Danny O'Reilly has made a sale, he asks his customer if she knows of anyone else who might also be interested in buying his products. Referrals such as these are one method used in ________.

• A) prospecting
• B) cold calling
• C) the preapproach
• D) qualifying
• E) completing follow-up

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Definitions:

Inventories

Assets held for sale in the ordinary course of business, in the process of production for such sale, or in the form of materials or supplies to be consumed in the production process or in the rendering of services.

"Push" Approach

A marketing strategy where products are "pushed" through distribution channels to the consumers, typically involving significant promotion and sales efforts.

Process Cost System

An accounting method used to track costs in environments where goods are produced in continuous processes, such as refineries and manufacturing plants.

Production Cost Report

A document that outlines the total cost and production quantities during a specific period of time in a manufacturing department.