In the Context of the Relational Sales Process, Keeping Customers

question 61

Multiple Choice

In the context of the relational sales process, keeping customers satisfied is important as it:

• A) leads to customer trust.
• B) provides competitor information.
• C) eliminates the need to improve product offerings.
• D) eliminates the need to develop a strategic prospecting plan.
• E) increases a salesperson's competitiveness.

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Definitions:

Material Price Variance

The variance between the real price paid for materials and their anticipated (standard) price.

Material Quantity Variance

The difference between the actual quantity of materials used in production and the standard quantity expected, multiplied by the standard cost per unit.

Labor Rate Variance

The difference between the actual cost of labor and the budgeted or standard cost, attributable to paying a higher or lower wage rate than anticipated.

Variable Overhead

Costs of production that fluctuate with the level of output, such as utilities or raw materials.