Anthony is going on his first sales call, and he is very nervous. A professional salesperson would most likely tell Anthony that the key to selling success is the willingness to:

A) motivate the customer to buy even if the customer does not really need the product.
B) continually monitor the competition.
C) plan and rehearse the sales call.
D) ignore customer objections.
E) schedule the length of each sales call to be no more than 30 minutes.

An important implication of expectancy theory for leaders is that:

A) the link between rewards and performance should be made explicit.
B) workers should encourage and train themselves.
C) people in the same work unit will usually have the same valences.
D) an average worker should not be able to attain the majority of work goals.

The task force is large, successful, and experiencing moderate threat.Which factor would most likely prevent the task force from being cohesive?

A) Its size
B) Its success
C) The threat
D) Its homogeneous makeup
E) Its tough initiation procedures

Form of the document has no effect on negotiability, as long as the information is correct.

Employers often use a variety of interview media to cut interview expenses.

All market participants must keep detailed records of every aspect of every trade.What is this called?

A) Paper trail
B) Audit trail
C) Trade record
D) Prospectus

The following is the adjusted trial balance for Miller Company. Prepare closing entries and the post-closing trial balance.