Andrew McIlhern, a Software Sales Representative, Is Not Happy About

question 26

Essay

Andrew McIlhern, a software sales representative, is not happy about giving up two days of making sales calls to work his company's booth in the exhibit hall of a major regional trade show. When Andrew consults with his company's exhibit manager, however, she urges him to use the time to prospect wisely.
-From the base of prospects Andrew makes at the trade show,he closes twice as many sales as normal,and he cuts his sales cycle in half. What most likely explains this?
A)The prospects at the trade show were both qualified and interested in the product.
B)The prospects at the trade show had more money to spend than most customers.
C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
D)The trade show only attracted prospects that had been referred to Andrew and his firm.
E)The trade show required exhibiting companies to offer discounts to all attendees.

• A)The prospects at the trade show were both qualified and interested in the product.
• B)The prospects at the trade show had more money to spend than most customers.
• C)The prospects at the trade show developed a high degree of trust in Andrew and his firm.
• D)The trade show only attracted prospects that had been referred to Andrew and his firm.
• E)The trade show required exhibiting companies to offer discounts to all attendees.

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Definitions:

FICA Withholding

Taxes deducted from employees’ paychecks for Social Security and Medicare, based on the Federal Insurance Contributions Act.

Federal Income Tax

The tax levied by the IRS on the annual earnings of individuals, corporations, trusts, and other legal entities.

FUTA Taxes

Federal Unemployment Tax Act (FUTA) taxes are federal employer taxes that contribute to state workforce agencies to fund unemployment benefits.

Tax Liability

The total amount of tax owed by an individual, corporation, or other entity to a taxing authority.