When Management Is Using Performance Reports to Evaluate the Performance

question 64

Multiple Choice

When management is using performance reports to evaluate the performance of a business unit manager, which of the following costs should be considered?

• A) Any costs that are attributable to the business unit
• B) Common costs and any costs that are attributable to the business unit
• C) Costs controllable by the business unit manager, common costs, and any costs that are attributable to the business unit
• D) Only costs controllable by the business unit manager

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Definitions:

Building Rapport

The process of establishing a connection or trust with someone, essential in sales to facilitate open communication and understanding.

Customer Benefit Plan

A strategic offering designed to provide additional value to customers, often through services or rewards, to enhance customer satisfaction and loyalty.

Sales Call Objective

The purpose or goal that a salesperson aims to achieve during a call to a potential or existing customer, such as making a sale, gathering information, or building a relationship.