Salesclerk at L

question 13

Multiple Choice

salesclerk at L.L.Bean uses __________ when he asks customers if they also need a pair of hiking socks with the purchase of their mountain boots.

• A) a stimulus-response presentation
• B) a transactional sales presentation
• C) need-satisfaction selling
• D) consultative selling
• E) formula selling

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Definitions:

Standard Cost

Standard cost refers to the predetermined cost of manufacturing a single unit or a number of units of product under current or anticipated operating conditions.

Standard Quantity

The predetermined amount of materials, labor, or overhead that should be used in the production process, serving as a benchmark for measuring efficiency.

Variable Overhead Spending Variance

The difference between the actual variable overheads incurred and the expected costs based on standard overhead rates.

Standard Quantity

The expected or predetermined amount of materials or input required to produce a single unit of product.