When Planning for a Sales Dialogue, the Salesperson Should Attempt

question 3

True/False

When planning for a sales dialogue, the salesperson should attempt to anticipate objections the prospect may raise.

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Definitions:

Variable

An element, feature, or factor that is liable to change or be changed, often used in the context of experiments, statistics, or mathematics.

Mixed Costs

Costs that contain both a variable- and a fixed-cost element and change in total but not proportionately with changes in the activity level.

Fixed Costs

Expenditures such as rent, salaries, and insurance that are unaffected by changes in production or sales volumes.

Contribution Margin

The amount by which a product's sales price exceeds its total variable costs, indicating the contribution towards covering fixed costs and generating profit.