This one also comes from Chapter 20.
30. Marketing cost analysis shows that one of Buildco. Inc's customers is unprofitable, so Buildco should:
a) drop the customer and shift all fixed costs to the
That would be a bit too easy... After a while, the company may end with no customers at all!
b) assign a new salesperson to that account.
Who says that another salesperson will do a better job?
c) immediately develop a plan to sell more to that customer.
Oh sure, why not?
d) refuse to sell to that customer.
Even better strategy!
e) try to determine why this customer is unprofitable.
Ah! finally something that makes sense.
Congratulations for finishing the sample exam!