Checklists Should Be Viewed -

question 19

Multiple Choice

Checklists should be viewed -

• A) each time you complete a series of accounting transactions
• B) before you make a backup copy
• C) regularly, at the end of normal business periods
• D) there is no need to view checklists; they are not important

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Definitions:

FAB Statements

Marketing messages highlighting the Features, Advantages, and Benefits of a product or service to persuade potential buyers.

SELL Sequence

A sequence of things to do and say to stress benefits important to the customer: show the feature, explain the advantage, lead into the benefit, and let the customer talk by asking a question about the benefit.

Close

The final step in the sales process where the salesperson secures agreement from the customer to proceed with the purchase.

Benefit Questions

Questions asked by a salesperson to prompt potential buyers to think about how a product or service could specifically benefit them.