A Major Barrier to Prospecting Is Time.Therefore,salespeople Should

question 65

Multiple Choice

A major barrier to prospecting is time.Therefore,salespeople should:

• A)get involved in prospecting only after completion of all regular selling activities.
• B)integrate some prospect identification with regular selling duties.
• C)try to spend at least 50 percent of every week on prospecting.
• D)try to avoid spending time available for actual selling on prospecting.
• E)perform prospecting duties first.

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Definitions:

Work in Process Inventories

Inventories of products that are in the stages of being produced but are not yet completed.

Normal Spoilage

The expected amount of waste or loss that occurs under efficient operating conditions during the production process.

Production Cost

The total expense incurred in the manufacturing of goods, including materials, labor, and overhead costs.

Standard Cost

A predetermined cost for a product or service, used as a benchmark to measure performance and efficiency.