B

Manufacturing margin equals sales minus variable manufacturing costs.

B

A selection interview almost always takes place onsite at the company or organization. You will meet with several other people-either all at once or sequentially over a period of several hours. Usually you will meet with a human resources person, your potential supervisor, and some potential colleagues. They will all be trying to determine if you can do the job and if you will be likely to get along with your colleagues. You should briefly discuss all of your strengths, but try to focus on three or four of your best qualifications in some depth. It's also important for you to try to find out as much about the job and the culture of the organization as possible. You want to determine whether the job will be a good fit for your goals and abilities. Listen carefully, ask insightful questions, and display enthusiasm.

Confident delivery starts as soon as you become the focus of attention; before you even begin to speak,so don't rush.As you approach the front of the room,walk with confidence,breathe deeply,and stand up straight.Face your audience,adjust the microphone and other equipment as needed,count to three slowly,and then scan the audience.When you find a friendly face,make eye contact and smile.Make sure your nonverbal signals send a message of confidence.Your posture is important in projecting more confidence.Stand tall,with your weight on both feet and your shoulders back.Avoid gripping the lectern or other physical structure.Use your hands to emphasize your remarks with appropriate gestures.Meanwhile,vary your facial expressions to make the message more dynamic.Finally,think about the sound of your voice.Studies indicate that people who speak with lower pitches at a slightly faster-than-average rate are perceived as being more credible.Try to sound poised and confident,varying your pitch and speaking rate to add emphasis.

Answers will vary. Change agents can be internal, such as managers or employees who are appointed to oversee the change process. Internal change agents have certain advantages in managing the change process. First, they know an organization's history, its political system, and its culture. Then, because they must live with the results of their change efforts, internal change agents are likely to be very careful about managing change. There are disadvantages, however, to using internal change agents. They may be associated with certain factions within the organization, be accused of favoritism, or be too close to the situation to have an objective view of what needs to be done. Please see the section "The Scope of Change" for more information.