Sometimes It Is Necessary to Postpone the Discussion of the Product's

question 32

Multiple Choice

Sometimes it is necessary to postpone the discussion of the product's price until later in the sales presentation.When such a postponement becomes necessary, what should the salesperson do?

• A)thank the prospect for telling you of his concern over pricing
• B)acknowledge the prospect's viewpoint
• C)say, "I'm glad you brought that up because we want to carefully examine the cost in just a minute."
• D)always discuss the price objection as it arises
• E)if the product has not been discussed, then respond to the objection immediately

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Definitions:

Return On Total Assets

A financial ratio that measures a company's efficiency in using its assets to generate profit, calculated by dividing net income by total assets.