When a Salesperson Asks the Customer to Buy the Product

question 176

Multiple Choice

When a salesperson asks the customer to buy the product several times throughout the sales presentation in an effort to uncover hidden objections, it is called

• A) order taking.
• B) new-business selling.
• C) trial closing.
• D) order getting.
• E) overcoming objections.

Recognize the role of a devil's advocate in challenging proposals and strategies.

Explain the phenomena of risky shift and conservative shift in group decision-making.

Know the advantages and disadvantages of group decision making.

Understand the application and implications of using big data and analytics in organizational decision-making.

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Definitions:

Fixed Manufacturing Overhead

Indirect manufacturing costs that do not vary with the level of production, such as salaries of managers and depreciation of factory equipment.

Variable Manufacturing Overhead

Costs associated with manufacturing that vary directly with the levels of production output, such as raw materials and labor.

Overhead Applied

The allocated manufacturing overhead costs to individual products or jobs based on a predetermined rate.

Predetermined Overhead Rate

A rate calculated before the year begins, used to allocate estimated overhead costs to products based on a chosen activity base.