Interpersonal factors are a major influence on business buyer behavior

The following per unit information is available for a new product of Red Ribbon Company:

Desired ROI $ 20 Fixed cost 40 Variable cost 60 Total cost 100 Selling price 120 Red Ribbon Company's markup percentage would be a) 33%. b) 50%. c) 17%. d) 20%.

The span of control should usually be smaller at higher levels in the sales organization because:

A. Of a need to control variable expenses B. Top-level managers should have more time for analysis and decision making C. The lower-level people who report to them need an authoritative work environment D. Most sales organizations are decentralized E. Field selling is viewed as a training ground for future sales or marketing managers