In Low-Involvement Purchase Decisions

question 50

Multiple Choice

In low-involvement purchase decisions:

• A) there is simple evaluation of performance.
• B) substitution is less likely.
• C) many performance criteria are used.
• D) All of the given answers are correct.

Comprehend the role of customer feedback and response in shaping the course of a sales interaction.

Learn strategies for dealing with both positive and negative responses to sales questions and how to progress the sales dialogue.

Identify and distinguish between different types of questions in sales, such as direct, nondirective, rephrasing, and redirect questions.

Understand the significance of first impressions in sales and approach techniques.

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Definitions:

Manufacturing Overhead

Every cost related to the manufacturing process that isn't direct labor or direct materials expenses.

Conversion Costs

The costs incurred to convert raw materials into finished products, including direct labor and manufacturing overhead but not direct materials.

Direct Labor

The wages paid to workers who are directly involved in the production of goods or services.

Accounts Receivable Clerks

Employees responsible for managing and tracking the money owed to a business by its debtors.