Since Salespeople Help Their Prospects Make the Choice to Buy

question 56

Multiple Choice

Since salespeople help their prospects make the choice to buy or not buy a product, it is important for salespeople to understand:

• A) the various factors that can influence a buyer's decision.
• B) how to encourage customers to experience purchase dissonance.
• C) the material taught in advanced psychology classes.
• D) all that is involved in the psychological processes a buyer goes through in making a purchase decision.
• E) the buyer's general buying needs.

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Definitions:

Interest Rate

The proportion of a loan that is charged as interest to the borrower, typically expressed as an annual percentage of the loan outstanding.

Discounted Cash Flow

Discounted Cash Flow is a valuation method used to estimate the attractiveness of an investment opportunity, based on projections of future cash flows adjusted for time value of money.

Time Value

The concept that money available at the present time is worth more than the same amount in the future due to its potential earning capacity.

Net Present Value

A method used in capital budgeting to assess the profitability of an investment or project by calculating the present value of its expected cash flows minus the initial investment cost.