Companies Should Consider Both Positive and Negative Evidence to Determine

question 30

True/False

Companies should consider both positive and negative evidence to determine whether, based on the weight of available evidence, it needs adjust the deferred tax asset.

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Definitions:

Need-Payoff Question

A question posed by a salesperson to make a potential buyer consider the positive outcomes or benefits of purchasing a product or service.

SPIN Approach

A sales technique based on asking Situation, Problem, Implication, and Need-payoff questions to understand a prospect's needs and propose solutions effectively.

Retail Salesperson

This individual sells goods or services to customers for their personal, nonbusiness use.

Direct Question

A straightforward query aimed at receiving a specific piece of information from the respondent.