Terrance Simpson Is a Sales Representative for Swim-Tex, a Swimming

question 60

Essay

Terrance Simpson is a sales representative for Swim-Tex, a swimming pool service and supply company. Swim-Tex sells the chemicals needed for pool maintenance as well as pool accessories like slides, ladders, and diving boards. Swim-Tex sells to both consumers and businesses.
-How would Terrance most likely benefit from aligning the sales process with the customer's buying process?
A)lower advertising and marketing costs
B)greater efficiency with fewer salespeople
C)lower travel expenses due to fewer customer visits
D)greater success in making sales due to understanding how buyers buy
E)fewer returns from customers who felt pressured into making transactional purchases

• A)lower advertising and marketing costs
• B)greater efficiency with fewer salespeople
• C)lower travel expenses due to fewer customer visits
• D)greater success in making sales due to understanding how buyers buy
• E)fewer returns from customers who felt pressured into making transactional purchases

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Definitions:

Allowance for Doubtful Accounts

An estimate of the amount of accounts receivable that may not be collectible, recorded as a contra asset account.

Uncollectible Accounts

Accounts receivable that are considered to be uncollectable from debtors, leading to them being written off as a bad debt expense.

Net Credit Sales

Sales made on credit minus any returns or allowances, indicating the actual credit sales revenue generated during a period.

Balance Sheet Approach

A method in financial analysis that focuses on the balance sheet and its components: assets, liabilities, and equity.