As a Salesperson, You Must Sometimes Deal with a Prospect's

question 35

Multiple Choice

As a salesperson, you must sometimes deal with a prospect's objections to legitimate negative consequences of making a purchase.Often, what you'll do is justify those negative consequences with several benefits, which you hope will out-weigh the negatives in your prospect's mind.What system of handling objections is this called?

• A)compensation method
• B)scales of justice technique
• C)yo-yo technique
• D)refraction method
• E)double indemnity technique

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Definitions:

Financing Activities

Activities that result in changes in the size and composition of the equity capital and borrowings of an entity, detailed in the cash flow statement.

Financial Health

Financial health refers to the overall stability and strength of an entity's financial situation, often assessed through metrics like liquidity, solvency, and profitability.

Investing Activities

Transactions and activities related to the acquisition and disposal of long-term assets and other investments not considered as cash equivalents.

Comparative Balance Sheets

Financial reports that compare the balance sheets of a company at two or more different points in time, to analyze trends or changes in financial position.