Jake Is a Sales Representative for General Mills

question 138

Multiple Choice

Jake is a sales representative for General Mills. Each week he uploads his plans for visiting clients out in the field to a routing and scheduling decisions system. Eric knows that one of the primary goals of routing and scheduling decisions in personal selling is to

• A) determine the sequence in which customers will be called on.
• B) use existing transportation facilities.
• C) minimize non-selling time.
• D) determine duration of sales calls.
• E) provide salespeople with an opportunity to plan their own routes and schedules.

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Definitions:

Overhead

The ongoing business expenses not directly attributed to creating a product or service.

Operating Profit

The profit earned from a firm's normal business operations, excluding deductions of taxes and interest.

Markdown

A reduction in the selling price of goods or services, often used as a sales strategy to encourage consumer purchases or to clear older stock.

Mark-up

The difference between the cost of a product or service and its selling price, expressed as a percentage of the cost.