Gino,a Salesperson,wants to Use Techniques That Will Lead His Potential

question 126

Multiple Choice

Gino,a salesperson,wants to use techniques that will lead his potential customers to rely on peripheral route persuasion.Which of the following should he do?

• A) speak carefully when presenting information about his product
• B) get the customer to nod in the affirmative while he is presenting his sales pitch
• C) present his sales pitch to customers who have enough time hear his full message
• D) approach prospective buyers who obviously care deeply about his product

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Definitions:

Variable Costing

An accounting method that only includes variable costs (costs that change with production levels) in product costs.

Absorption Costing

An accounting method that allocates all manufacturing costs, including both fixed and variable costs, to the product, used for external financial reporting and tax purposes.

Contribution Format

A type of income statement format that separates fixed costs from variable costs to highlight the contribution margin.

Income Statement

A financial report that shows a company’s revenues, expenses, and net income over a specific period, illustrating the company’s financial performance.