Each sales manager and salesperson needs to think about the AIDA sequence in deciding what sales approach to use and in evaluating a possible presentation.
Answer the following statement true (T) or false (F)
True
Most sales presentations follow the AIDA sequence. The time a sales rep spends on each step in the AIDA sequence varies depending on the situation and the selling approach being used.
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What happens if a Scanlon-type gainsharing plan results in costs savings improvements over historical benchmarks?
a. No revenue sharing occurs; the point of the plan is to empower employees. b. All savings go to employees involved in the plan. c. A portion of the savings go to employees of the organization. d. The organization receives the benefits and chooses whether to reward employees through pay raises.
The Cosmo Corporation manufactures and assembles office chairs. Cosmo uses an activity-based costing system to allocate all manufacturing conversion costs. Each chair consists of 15 separate parts totaling $125 in direct materials, and requires 2.0 hours of machine time to produce. Additional information follows:
Materials handling / # of parts / $1.75 per part Machining / Machine hours / $2.00 per MH Assembling / # of parts / $0.50 per part Packaging / # of finished units / $2.75 per finished unit What is the cost of machining per chair? A) $26.25 B) $7.50 C) $5.50 D) $4.00
Bottlenecks in waiting lines occur when?
a. Capacity exceeds demand b. Customers move quickly through the line c. The waiting line is empty d. Demand exceeds available capacity
In determining the pairwise comparison matrix, if the decision maker rates the option A compared to option B as "4", then option B compared to option A:
A) would also have to be answered by the decision maker. B) is also 4. C) is 1/4. D) is 2.