Case 11.1 ​

question 27

Multiple Choice

Case 11.1
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Wayne is making a sales call on a new client company.The previous sales professional servicing this account,Tom,left to join another company.Wayne had liked Tom the moment he met him but thought of him as a bit of a slob because of the way he always chewed gum.
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Wayne is calling on Cassandra,the operations manager for this company.She is a middle-level manager.As Wayne walks into Cassandra's office,he notes her expensively tailored suit,her professional demeanor,the simple cologne,and the lack of jewelry.Cassandra's appearance and office décor are reminiscent of the VP's office in Wayne's own company.
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During the sales call Wayne is somewhat nervous.He stutters occasionally during the presentation,stumbles over the answers to a couple of Cassandra's questions,and tends to end his statements with a question.At the end of the call,Cassandra thanks him for his visit and the information,and walks out to the main entrance with him,making casual conversation.They shake hands,and Wayne goes on to his next sales call.As she walks back to her office,she thinks,"Should I do business with a company represented by someone with so little self-confidence?"
-Refer to Case 11.1.Cassandra's appearance and office décor represent which principle of career wardrobe decisions?​

• A) ​If you want the promotion,look promotable.
• B) ​The first contact is the most important contact in subordinate-superior relationships.
• C) ​If you want respect,dress better than your industry standard.
• D) ​Carriage and entrance are critical in first-contact situations.

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Definitions:

Department

A distinct area or division within a company or organization designated for specific tasks or functions.

Weighted-Average Method

The weighted-average method is an inventory costing method where the cost of goods sold and ending inventory are calculated based on the average cost of all inventory items.

Production Process

The sequence of operations or activities involved in the manufacture of a product.

Equivalent Units

A concept in cost accounting used to convert partial work into the equivalent number of completed units, facilitating cost analysis.