Davidson-Uphoff & Company Sells Ironware Accessories for Home and Garden

question 298

Multiple Choice

Davidson-Uphoff & Company sells ironware accessories for home and garden to retailers.The salespeople for this company are trained to ask probing questions such as,"What are the decorating trends in this region?" and "What are you doing to take advantage of this trend?" This company trains its salespeople to develop a sales presentation style that emphasizes the needs and wants of its retailers.Once key needs have been uncovered,the salesperson is taught to tailor his or her sales presentation so that the retailer can see why he or she should carry Davidson-Uphoff products.Davidson-Uphoff's salespeople are learning the __________ selling format.

• A)need-satisfaction
• B)formula
• C)stimulus-response
• D)creative
• E)problem resolution

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Definitions:

Equivalent Units

A method used in cost accounting to express the amount of work done by incomplete units in terms of fully completed units.

Conversion Costs

Costs incurred during the transformation of raw materials into finished goods, typically including labor and overhead expenses.

Whole Units

The number of units in production during a period, whether completed or not.

Conversion Cost

The total cost of converting raw materials into finished products, including both direct labor and manufacturing overhead expenses.