Case Histories Can Weaken the Credibility of a Sales Dialogue

question 27

Multiple Choice

Case histories can weaken the credibility of a sales dialogue when they are:

• A) unrelated to a salesperson's claims of benefit.
• B) used to break the monotony of a long presentation.
• C) used to clarify the issues raised by prospective buyers.
• D) short and last less than a minute.
• E) used to itemize a salesperson's claims of value.

Assess the benefits of personal financial planning.

Describe the process and components involved in personal financial planning.

Understand the concept of the adult life cycle and its significance in personal development.

Identify and describe significant life events that occur within the adult life cycle.

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Definitions:

Cash Dividends

The distribution of a portion of a company's earnings, decided by the board of directors, to a class of its shareholders in the form of cash.

Cash Payments

Transactions involving the transfer of actual cash from one party to another, often for goods or services rendered.

Dividends Payable

Liabilities that represent a company's obligation to pay its shareholders dividends declared by its board.

Statement of Cash Flows

A statement that outlines the influence of balance sheet and income modifications on the status of cash and cash equivalents, divided by the categories of operational, investment, and financial activities.