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.

Understand the psychological and physical aspects of drug addiction.

Acknowledge the sociological theories explaining drug use and addiction.

Identify social factors and personal circumstances that promote or discourage drug use.

Understand the reasons behind unsafe needle use among IV drug users and its relation to HIV/AIDS risk.

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Definitions:

Market Rate

The prevailing price or interest rate available in the open market for goods, services, or securities.

Nominal Rate

The interest rate stated on a financial product or agreement without adjustment for inflation or other factors that affect the real value of returns.

Stated Value

Stated value refers to an arbitrary value assigned to the no-par value stock by the board of directors of a company, used for accounting purposes.

Effective Yield

The total yield on an investment, taking into account all compounding periods, fees, and other factors affecting the actual return.