Rick Is a Sales Representative for Lucent Technologies

question 209

Multiple Choice

Rick is a sales representative for Lucent Technologies. He has reviewed a prospect's account and credit history, identified product needs, and gathered the appropriate literature he needs. Rick feels he is ready for the ____ step of the personal selling process.

• A) objections
• B) presentation
• C) approach
• D) preapproach
• E) sales-planning

---

Definitions:

Manufacturing Overhead

Indirect factory-related costs that are incurred when producing a product, such as the cost of utilities, maintenance, and salaries of supervisors.

Machine-Hours

A measure of production output or activity in terms of the total hours that machines are operated within a specific period.

Predetermined Overhead Rate

A rate used to allocate manufacturing overhead costs to products or job orders, calculated before the production period based on estimated costs.

Labor-Hours

Labor-hours amount to the total time workers spend on production or service delivery, an important factor in determining labor efficiency and cost control.