Producers who know something about their target customers' needs and attitudes often supply their relatively untrained salespeople with a sales presentation in which (1) the salesperson does most of the talking at the beginning, (2) the salesperson then brings the customer into the discussion to clarify the customer's needs, and (3) the salesperson tries to close the sale. They are using a
A. prepared sales presentation.
B. target market presentation.
C. quota system.
D. consultative selling approach.
E. selling formula approach.
Answer: E
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October November December Budgeted S&A Expenses Salary expenses10,000 10,500 11,000 Sales commissions, 5% of sales5,000 5,500 5,300 Insurance expenses2,000 2,000 2,000 Rent2,400 2,400 2,400 Depreciation on equipment1,500 1,500 1,500 Utilities1,100 1,300 1,500 Total operating expenses22,000 23,200 23,700 Schedule of Cash Payments for S&A Expenses Salary Expenses? 10,500 ? 100% of prior month sales commissions5,100 ? ? Insurance Expense2,000 2,000 2,000 Rent? ? 2,400 100% of Prior months utilities expenses1,200 ? ? Total payments foe S&A expenses? ? ? The amount of cash paid for S&A expenses during the month of November is:
A. $21,700 B. $21,000 C. $22,200 D. $23,200
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