Craig Is a Salesperson for an Industrial Equipment Company

question 18

Multiple Choice

Craig is a salesperson for an industrial equipment company.Craig calls on factories and spends most of his time talking with equipment operators who work on the factory floor.While Craig is able to get the equipment operators interested in his products,he is often unable to make a sale.In this scenario,Craig needs to:​

• A)​identify the people with the authority to make the purchase decision.
• B)develop his confidence and believe that he offers the best solutions.
• C)​establish a daily schedule for conducting prospecting activities.
• D)​try different prospecting methods to find the one that suits his product.
• E)​establish daily, weekly, and monthly quotas for acquiring new prospects.

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Definitions:

Process Costing

An accounting methodology that traces and accumulates direct costs, and allocates indirect costs, of a manufacturing process.

FIFO Method

An inventory valuation method that assumes the first items placed in inventory are the first sold or used.

Process Costing

A costing method used in industries where production is continuous, allocating costs to products based on the process they go through.

Assembly Department

A segment of a manufacturing process where components are put together to assemble a final product.