At the End of Her Sales Presentation, the Salesperson Asks

question 106

Multiple Choice

At the end of her sales presentation, the salesperson asks, "Do you want to make monthly payments of $75 with a 10 percent down payment or would you prefer to write a check for the full amount today?" She has just made

• A) an assumptive close.
• B) a consultative close.
• C) a proactive close.
• D) an urgency close.
• E) an adaptive close.

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Definitions:

Unit Product Costs

The calculated cost assigned to a single unit of product, typically including direct materials, direct labor, and allocated overhead.

Markup

Markup refers to the amount added to the cost price of goods to cover overhead and profit, calculated as a percentage of the cost.

Predetermined Overhead Rate

A rate calculated before a period begins, used to allocate overhead costs to products or cost objects based on a consistent activity measure.

Overhead Applied

The amount of overhead cost allocated to specific products or cost centers based on a predetermined rate.