Ampertonde, a company that sells consumer durables, decides to take its top 20 best-performing salespeople on a cruise for two weeks. When the top performers are on the cruise, the other salespeople who are not among the top 20 will have to report for work. Which of the following theories of motivation does this scenario best illustrate?

Creighton Corp, a textile manufacturer, reported net income of $258,000 in 2012 . During 2012 Creighton reported a gain of $29,800 from the sale of three used delivery trucks. The gain was included as part of income from continuing operations. Assuming

that the gain is a one-time event and that Creighton has an effective tax rate of 35% calculate Creighton's adjusted net income. Show all of your calculations for credit. In addition, discuss why analysts might make an adjustment of this type.

When a credit sale takes place,

a. revenue account will increase. b. liabilities will increase. c. one asset account will increase and another will decrease. d. assets will be unaffected.

Innovative Installers provides a variety of services related to office space and relocations such as installing modular office furniture and providing space planning and layout consultations Innovative Installers is owned and operated by Mierzett Evans and his sister Glenda Heldris. The company was founded in 1992. It had more than $2 million sales in 2003. The company uses a variety of marketing methods including a Web site, cold calls, and direct mail. Evans and Heldris believe the company could better communicate with potential customers who may not know of the company's existence.Evans and Heldris are expressing concern about:

A. prospecting strategies. B. sales techniques. C. hiring methods. D. the entire sales process. E. communication issues.

Clearwater Hampers is a small British company that sells luxury food and drink in various combinations in picnic hampers. Food and wine are seen as classic, fail-safe gifts in a market where present-buying is increasingly tricky. Corporate customers, both in the United Kingdom and abroad, are important to the business. Clearwater has had several orders for more than a quarter of a million dollars. According to the company's leading salesperson, Peter Austin, "We have lots of repeat corporate customers as a result of the importance we place on getting the hampers out on time and filled with the right products." Peter Austin is extremely successful and the major reason for his success is the way he handles objections. He believes that effectively handling objections is the key to success in

a sales profession. Today he is calling the CEO of Diamonite to make an important sales presentation. Austin is confident of handling the objections as he has prepared for the call.As soon as Austin responds to an objection from the Diamonite CEO, Austin should: A. ask for a referral. B. conduct an approach. C. discuss a visual aid. D. restart the presentation. E. use a trial close.