A Salesperson Should Use Probes To

question 45

Multiple Choice

A salesperson should use probes to:

• A) obtain information from the prospect.
• B) control the motivation of the prospect.
• C) maintain one-way communication.
• D) limit prospect participation.
• E) create a buyer-seller chain of command.

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Definitions:

Predetermined Overhead Rate

An estimated overhead cost rate used in cost accounting to allocate expected indirect costs to specific products or job orders based on a specific activity base.

Machine-Hours

A measure of production time, where one machine-hour equals one hour of operation of a machine.

Direct Labor-Hours

The total hours worked by employees that are directly involved in the manufacturing of products or providing services.

Milling

A machining process that involves the cutting and shaping of materials using a rotating tool, commonly used in manufacturing to create parts of precise shapes and sizes.