In a Trend Analysis of Lester Company, Which of the Following

question 9

Multiple Choice

In a trend analysis of Lester Company, which of the following changes appear to be the most significant in requiring further investigation?

• A) An increase in revenue of 12%.
• B) An increase in total assets of 5%.
• C) An increase of 15% in borrowing costs.
• D) A decrease of 4% in motor vehicle expenses.

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Definitions:

Sales Call Planning

The process of organizing and preparing objectives, strategies, and key points to discuss during a sales call to maximize the likelihood of a successful outcome.

Customer Profile

A detailed description of a business's typical customer, including demographic, psychographic, and behavioral traits.

Marketing Audit

A marketing audit is a comprehensive, systematic analysis of a business's marketing environment, objectives, strategies, and activities with the goal of identifying opportunities and areas of improvement.

Preapproach

The stage in the selling process where the salesperson gathers information about the prospective customer before the initial meeting.