Utah Company Makes Three Types of Products What Is the Cost to Serve for Customer Type 2

question 124

Multiple Choice

Utah Company makes three types of products.The company has two types of customers.The cost to serve all customers is $12,000 and is allocated to customer types based on the number of manager visits to customer locations.The following data are available:
$\begin{array}{llll}&\text { Product } 1&\text { Product } 2&\text { Product } 3\\\text { Sales } & \$ 5,000 & \$ 6,000 & \$ 30,000 \\\text { Cost of goods sold } & \underline{4,000} & \underline{4,800} & \underline{15,000} \\\text { Gross margin }&\$1,000&\$1,200&\$15,000\end{array}$
$\begin{array}{lll}&\text { Customer type }1&\text { Customer type }2\\\text { Product 1 Sales } & \$ 500 & \$ 4,500 \\\text { Product 2 Sales } & \$ 1,000 & \$ 5,000 \\\text { Product 3 Sales } & \$ 16,000 & \$ 14,000 \\\text { Manager visits } & 4 & 12\end{array}$
What is the cost to serve for Customer Type 2?

• A) $2,400
• B) $6,000
• C) $9,000
• D) $12,000

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Definitions:

Direct Denial

A straightforward rejection or contradiction in sales or negotiations, where a statement or claim is explicitly refuted.

Boomerang Technique

A persuasive strategy where a salesperson turns a customer's objection into a reason to purchase the product or service.

Objection Into Benefit

A sales strategy where a customer's concern or objection is turned into a positive aspect or advantage of the product or service.

Compensation Method

A system or approach used to determine how employees, especially sales personnel, are rewarded for their efforts and performances.