The Proactive Method of Anticipating Objections and Answering Them Before

question 63

Multiple Choice

The proactive method of anticipating objections and answering them before the customer has a chance to raise them is known as:

• A) pulling.
• B) predicting.
• C) forestalling.
• D) heading-off.
• E) postponing.

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Definitions:

Market Value Added

A calculation that shows the difference between the market value of a company and its capitalized value on the balance sheet.

EBITDA Coverage Ratio

A financial ratio that measures a company's ability to pay off its incurred debt, calculated by dividing EBITDA by total debt service costs.

Debt Ratio

A financial ratio that measures the proportion of a company's total debt to its total assets, indicating the degree of leverage and financial risk.

Profit Margin

A financial metric that measures the amount of net income earned with each dollar of sales generated by comparing the profit and the revenue.