The Benefit of an Activity Is

question 247

Multiple Choice

The benefit of an activity is

• A) purely objective and measured in dollars.
• B) the gain or pleasure that it brings.
• C) the value of its sunk cost.
• D) measured by what must be given up to get one more unit of the activity.
• E) not measurable on the margin.

Understand the fundamental sales approaches and techniques used in selling products and services.

Identify the types of questions (situation, problem, implication, need-payoff) in the SPIN selling approach and their respective roles in the sales process.

Recognize the importance of customer benefits and how to convey them effectively during sales interactions.

Understand how to use questions strategically to engage prospects and identify their needs.

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Definitions:

Accounts Payable

Liabilities of a business that are owed to creditors for goods and services purchased on credit.

Operating Cash Outflow

Cash expenditures during a specific period related to operational activities, including paying for goods, services, and employee wages.

Cost of Goods Sold

The direct costs attributable to the production of the goods sold by a company, including materials and labor costs.

Inventory

The entirety of goods and materials held by a company for the purpose of resale, manufacturing, or repair.