Marketing Managers Should Make Specific Strategy Decisions About

question 268

Multiple Choice

Marketing managers should make specific strategy decisions about:

• A) how many and what kind of salespeople are needed.
• B) how salespeople should be compensated and motivated.
• C) what kind of sales presentation should be used.
• D) how salespeople should be selected and trained.
• E) All of these alternatives are correct.

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Definitions:

Labor Efficiency Variance

measures the difference between the actual hours worked to produce goods and the standard hours expected, multiplied by the standard labor rate.

Direct Labor-Hours

The hours worked by employees directly involved in the production process.

Variable Overhead Efficiency Variance

A metric that measures the difference between the actual hours taken to produce something and the expected (standard) hours, multiplied by the variable overhead rate per hour.

Standard Machine-Hours

The allocated number of operating hours expected for machinery to achieve a set level of production under standard conditions.