Techniques for preparing effective sales messages include all EXCEPT
a. presenting supporting evidence to satisfy the receiver's needs.
b. making the action clear and simple.
c. offering a guarantee or including an enclosure.
d. requiring an immediate response from the receiver.
D
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Which of the following statements is true about the probing method of obtaining commitment?
A. After successfully dealing with the prospect's concerns, the sales rep should avoid a follow-up and let the prospect think over what has just been said. B. This method is especially effective with Japanese and Arab business prospects. C. The salesperson should never begin by asking directly for a commitment. D. The salesperson should avoid attempts to resolve issues concerning the prospect. E. The rep should ask a series of questions designed to discover the reason for hesitation.
A(n) ________ is a subgroup of the elements of the population selected for participation in the study
A) census B) element C) incident D) sample E) segment
Halt Company uses a standard cost system and applies manufacturing overhead to products on the basis of machine hours. The following information is available for the year just ended: Standard variable-overhead rate per machine hour: $2.50Standard fixed-overhead rate per machine hour: $5.00Planned activity during the period: 30,000 machine hoursActual production: 10,700 finished unitsProduction standard: Three machine hours per unitActual variable overhead: $86,200Actual total overhead: $225,500Actual machine hours worked: 35,100Required: A. Calculate the budgeted fixed overhead for the year.B. Did Halt spend more or less than anticipated for fixed overhead? How much?C. Was variable overhead under- or overapplied during the year? By how much?D. Was Halt efficient in its use of machine
hours? Briefly explain.E. Would the company's efficiency or inefficiency in the use of machine hours have any effect on Halt's overhead variances? If "yes," which one(s)? What will be an ideal response?
For which one of the following situations will the dividend-growth models work especially well?
A) mature firm with a policy of increasing its earnings and dividends at an average rate of 5% per year B) a company with highly variable earnings and a policy of maintaining a constant 50% payout ratio C) a company that intends to pay out all of its earnings as dividends D) a company that is widely viewed as an attractive takeover target