Creating a Favorable Impression and Developing Rapport with Prospective Customers

question 171

Multiple Choice

Creating a favorable impression and developing rapport with prospective customers is a critical part of the ____ step of personal selling.

• A)following up
• B)making the presentation
• C)approach
• D)prospecting
• E)preapproach

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Definitions:

Plantwide Predetermined

A uniform overhead rate used across an entire plant or factory, calculated by dividing estimated overhead costs by an estimated allocation base like labor hours or machine hours.

Machine-Hours

An operating measure that quantifies the amount of time production equipment is utilized in the manufacture of goods.

Predetermined Overhead Rate

A rate calculated before a production period based on estimated overhead costs and estimated activity, used to allocate overhead costs to products.

Predetermined Overhead Rate

An estimated rate used to allocate manufacturing overhead to individual products or projects, based on expected conditions.