Which of the following is another benefit to a salesperson of learning to style flex, aside from putting the customer at ease?
A) Style flexing improves a salesperson's acting skills, which helps the salesperson to persuade reluctant buyers to place orders.
B) Paying attention to the customer's communication style helps the salesperson better understand the customer's product or service needs.
C) Additional time spent with a customer helps the salesperson to create a positive relationship that will likely result in closing the sale.
D) Customers are more likely to purchase from salespeople who seem successful, so it is important for salespeople to make sure that their own personal styles are current.
E) Style flexing allows a salesperson to divide customers into four groups, write one script for each, and standardize sales calls.
B
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A purchase is recognized in the accounting records when
a. payment is made for the item purchased. b. the purchase requisition is sent to the purchasing department. c. title transfers from the seller to the buyer. d. the buyer receives the seller's bill.
The questions How do we think about problems and How do we tend to react to certain situations are ways to tap into:
a. attitudes b. beliefs c. behavioral tendencies d. stress
From a social constructionist perspective conflict is seen to be _________ in the ________ and ________ context.
a. Managed/organization/legal b. Embedded/social/cultural c. A game/organization/management d. Normal/dysfunctional/mismanaged
Chilé Products Ltd. Chilé Products Ltd. bottles and sells hot pepper sauce. In 2012, the company had expected to sell 65,000 bottles but actually bottled and sold 80,000 bottles. The standard direct materials cost for each bottle is $.24 comprised of .60 ounces at a cost of $.40 per ounce. During 2012, 52,000 ounces of material were purchased out of which 46,000 ounces were used at a cost of
$.37 per ounce. Refer to the Chilé Products Ltd. information above. The direct materials price variance for 2012 was: A) $1,560 F. B) $1,560 U. C) $1,380 F. D) $1,380 U.