The Importance of Group Membership to Survival Is Reflected in the Remarkable

question 92

Multiple Choice

The importance of group membership to survival is reflected in the remarkable loyalty human beings show to

• A) family members.
• B) their culturally defined groups.
• C) nonfamily members.
• D) the subject matter of their work.

Identify and describe different measures used in quantitative assessments of sales performance.

Recognize the use of behavioral measures in evaluating salesperson performance.

Understand the importance of customer satisfaction and its inclusion as a performance metric.

Describe the role and significance of sales quotas in sales management.

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Definitions:

Materials Quantity Variance

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

Standard Quantity

The expected amount of materials or input needed to produce a unit of output.

Actual Materials

The actual amount of materials used in the production process, measured in physical units or cost.

Standard Price

A predetermined cost for a unit of material, labor, or overhead anticipated in the budgeting process, against which actual costs are compared.