When Qualifying a Prospect,it Is Important to Determine If the Person

question 39

Essay

When qualifying a prospect,it is important to determine if the person the salesperson is talking to has the authority to buy,and also:
A)if that person is the only person who makes the decision to buy or if it is made by a group of people
B)what purchase code the sale will be assigned in the purchasing process
C)whether that person is used to making purchasing decisions for the organization or not
D)how the person's position will be affected by making the decision to buy or not to buy
E)when the person was given the authority to make purchasing decisions for the organization

• A)if that person is the only person who makes the decision to buy or if it is made by a group of people
• B)what purchase code the sale will be assigned in the purchasing process
• C)whether that person is used to making purchasing decisions for the organization or not
• D)how the person's position will be affected by making the decision to buy or not to buy
• E)when the person was given the authority to make purchasing decisions for the organization

Calculate the impact of deductions and credits on personal taxes.

Distinguish between legal tax avoidance strategies and illegal tax evasion.

Identify the implications of specific financial decisions on taxation.

Recognize the role and types of audits conducted by the IRS.

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Definitions:

Styles of Life

Refers to Alfred Adler's concept of individual patterns of behavior and attitudes that develop as a result of interactions between one's unique environment and genetic disposition.

Dominant Type

Refers to a personality style characterized by assertiveness, competitiveness, and a tendency to seek control over situations and others.

Social Interest

A concept in Adlerian psychology referring to an individual's attitude towards and concern for the welfare of others.

Inferiority

A feeling of being less than, inadequate, or not meeting the standards set by oneself or society.