Business-To-Business Marketing Often Involves More of an Emphasis on Personal

question 15

Multiple Choice

Business-to-business marketing often involves more of an emphasis on personal selling than on advertising or other forms of promotion. Which of the following is the chief reason for this emphasis?

• A) Personal selling is more cost-efficient than advertising.
• B) Personal selling is more time-efficient than advertising.
• C) Organizational buyers do not respond to advertising or promotions.
• D) Organizational buyers typically require more face-to-face contact with sellers than end consumers do.

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Definitions:

Job Order Cost System

An accounting system that accumulates costs for each individually identified job or order, tracking materials, labor, and overhead.

Process Cost System

An accounting system that accumulates costs for each process or department within a factory, suitable for continuous production environments.

Conversion Costs

The combination of direct labor costs and manufacturing overhead costs that are incurred to convert raw materials into finished goods.

Weighted Average Method

A cost accounting method that calculates the cost of goods sold and ending inventory based on the average cost of all goods available for sale.