Which Step of Personal Selling Is Most Critical for Developing

question 38

Multiple Choice

Which step of personal selling is most critical for developing a long-term relationship between the salesperson and the client? 

• A) preapproach 
• B) prospecting 
• C) approach 
• D) sales presentation 
• E) follow-up

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Definitions:

Labor Efficiency Variance

The difference between the actual hours worked and the standard hours expected, weighted by the standard labor rate.

Labor Rate Variance

The difference between the actual hourly labor cost and the standard or budgeted hourly labor cost, multiplied by the total hours worked.

Materials Quantity Variance

The variance between the real amount of materials consumed in the production process and what was anticipated, calculated by the standard cost for each unit.

Materials Price Variance

Difference between the actual cost of material and the standard cost multiplied by the amount of material purchased.