If an Industrial Salesperson Makes Her First Call on an Employee

question 57

Multiple Choice

If an industrial salesperson makes her first call on an employee at a client's company who is most likely willing to listen and provide valuable information,she is most likely calling on the _____.

• A) focus of dissatisfaction
• B) focus of receptivity
• C) focus of expertise
• D) focus of power
• E) focus of satisfaction

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Definitions:

Retained Earnings

The portion of a company's profits that is kept or retained and not paid out as dividends to shareholders.

Dividends

Payments made by a corporation to its shareholders, often as a distribution of profits.

Variable Factory Overhead

Costs of production that fluctuate with the level of output, such as utility expenses and materials used in the manufacturing process, excluding direct labor and materials costs.

Fixed Factory Overhead

Costs associated with manufacturing that do not change with the level of production, such as salaries of supervisors and rent of the facility.