Isaac's Last Visit to a New, Potentially Large Customer Was

question 104

Multiple Choice

Isaac's last visit to a new, potentially large customer was spent entirely on getting to know the buyer in an effort to build rapport and trust, so much so that very little business was discussed during the visit. When attempting to set up an appointment for a return visit, the buyer seemed reluctant to make time in his schedule to see Isaac. What is the most likely reason?

• A) Isaac must not have built as much rapport and trust with this prospective customer as he originally thought.
• B) The buyer did not see any value in continuing a sales dialogue that had no clear purpose or customer focus.
• C) Isaac should have used more need-based questioning techniques in the initial visit.
• D) The buyer was more than satisfied with other forms of marketing communication from the company.

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Definitions:

Direct Labor

The labor costs directly associated with the production of goods, such as wages for workers on the manufacturing line.

Direct Materials

Raw materials that are directly used in the manufacturing of a product and can be directly traced to the goods being produced.

Manufacturing Overhead

All indirect costs associated with the production process, such as utilities, maintenance, and salaried labor, that are not directly tied to individual products.

Manufacturing Costs

Costs that are directly associated with the manufacturing of products, such as the cost of raw materials, workforce, and overhead expenses.