Case 11.1 ​

question 8

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.During the sales call,what image element probably most influenced Cassandra's impression of Wayne?​

• A) ​His entrance and carriage
• B) ​His handshake
• C) ​His apparel
• D) ​His voice

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Definitions:

Underapplied

Refers to a situation where the actual manufacturing overhead costs are higher than the overhead costs allocated to products during a specific period.

Manufacturing Overhead

Overhead costs related to the manufacturing process, including indirect labor, indirect materials, and other expenses not directly linked to the production.

Budget Variance

The difference between budgeted amounts and actual amounts for revenues, expenses, or other financial metrics.

April

The month that comes fourth in the year according to the Gregorian calendar system.