In Resource Utilization Decisions, Managers Should

question 31

Multiple Choice

In resource utilization decisions, managers should:

• A) minimize the contribution margin per unit.
• B) minimize the use of the scarce resource.
• C) maximize the contribution margin per unit of scarce resource.
• D) maximize the contribution margin per unit.

Recognize how firms are adapting their selling processes to increase productivity, including the use of information systems, analytics, and social networks.

Comprehend the role and impact of adaptive selling on sales performance and job satisfaction.

Identify effective strategies for building rapport with customers.

Grasp the centrality of customer needs in achieving long-term success in professional sales.