Scenario 18

question 198

Multiple Choice

Scenario 18.1 Use the following to answer the questions.Jafrum, Inc. is a wholesale supplier of motorcycle accessories, clothing, and tools to various motorcycle retail stores around the country. Jafrum does not manufacture these items, but sells them to other retailers and also sells its merchandise through its website. Sean Thompson is one of the salespeople for Jafrum, and is responsible for obtaining new customers, increasing sales to current customers, and visiting the retail stores throughout the country. Recently, he has been given the sales objective from Jafrum's management to increase sales dollars by 15% in the coming year by adding new customers. Sean's current compensation is based on a $1,000 per month draw, plus 5% of all sales over $100,000. His salary last year totaled $42,000. Management has given Sean the choice of going to a compensation plan where he will earn 15% of all sales, but no draw.
-Refer to Scenario 18.1. Sean selects several motorcycle stores who are not currently his customers. He then obtains and analyzes information about the current brands of motorcycle accessories they stock, their sales trends, and credit history. Sean is engaged in which of the following?

• A)prospecting.
• B)the preapproach.
• C)approaching the customer.
• D)making the presentation.
• E)overcoming objections.

Comprehend the role, regulations, and impact of the Occupational Safety and Health Administration (OSHA) on workplace safety.

Recognize the importance of safety engineering and strategies for preventing workplace accidents and promoting a safety culture.

Distinguish between personality types (Type A and Type B) and their relationship with stress and occupational health.

Understand the concept of hardiness as an individual difference in stress management.

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Definitions:

Other Support Department

Units within an organization not directly involved in core operations but that provide essential services or support to primary operations departments.

Variable Costing

An accounting method in which variable costs are charged to cost units and fixed costs are treated as period costs, affecting profit calculation for the period.

Absorption Costing

A costing technique that incorporates all costs associated with manufacturing a product, including direct materials, direct labor, along with both variable and fixed overhead expenses.

Fixed Costs

Expenses that do not change in total amount with fluctuations in business activity level, such as rent, salaries, and insurance.