Tyler Is Searching Through His Company's Files of Its Customers

question 107

Multiple Choice

Tyler is searching through his company's files of its customers to choose ones that would most likely be interested in the new product line his company has developed. Which stage of the personal-selling process is this?

• A) Making the presentation
• B) Approaching the prospect
• C) Prospecting
• D) Following up
• E) Closing the sale

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Definitions:

Variable Manufacturing Costs

Costs that vary directly with the level of production, including materials, labor, and overhead expenses that fluctuate with output volume.

Selling and Administrative Costs

Expenses related to the selling of products and the management of the company, not directly tied to the production process.

Sunk Cost

An expense that has been incurred and cannot be recouped.

Manufacturing Costs

The total expense involved in the manufacture of a product, including direct labor, direct materials, and manufacturing overhead.