The Salesperson Contacts the Customer for the First Time in the ________

question 24

Multiple Choice

The salesperson contacts the customer for the first time in the ________ step of the creative selling process.

• A) preapproach
• B) prospect
• C) approach
• D) presentation
• E) qualify

Appreciate the relevance of comparison and goal setting in influencing individual motivation.

Understand the hierarchical nature of needs in specific motivational theories.

Apply motivational theories to predict the effectiveness of different needs in managerial and sales positions.

Differentiate between elastic, inelastic, and unitary demand.

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Definitions:

Indirect Materials

Materials used in the production process that do not become an integral part of the final product and are not directly assigned to specific units produced.

Direct Materials

Raw materials that are directly traceable to the manufacturing of a product and constitute an integral part of the finished product.

Manufacturing Overhead

Costs associated with the production process that are not directly traceable to a specific product, such as utilities and factory maintenance.

Cost of Goods Sold

The costs incurred directly from manufacturing the goods a company sells.