A Salesperson Finds and Analyses Information About Each Prospect's Specific

question 5

Multiple Choice

A salesperson finds and analyses information about each prospect's specific product needs, current use of and feelings about brands, and personal characteristics during:

• A)prospecting.
• B)pre-approach.
• C)approaching the customer.
• D)sales training.
• E)sales planning.

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Definitions:

Direct Materials

The raw materials and components that are directly incorporated into a finished product and can be easily traced to it.

Activity Level

A measure of the volume of production or services that determines the amount of costs incurred in a business.

Administrative Expenses

Costs related to the general operation of a business, such as salaries of executive personnel, accounting, and human resources.

Activity Variance

The difference between the budgeted amount of activity and the actual activity level.