You Have Covered the Major Points of the Sales Presentation

question 15

Multiple Choice

You have covered the major points of the sales presentation and detected considerable buyer interest,but you feel that the prospect will not be able to put the entire picture together without help. Which type of closing would be most appropriate?

• A)balance sheet close
• B)management close
• C)summary-of-benefits close
• D)trial close
• E)assumptive close

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Definitions:

Fixed Costs

Costs that do not vary with the level of production or sales, such as rent, salaries, and insurance expenses.

Cash Break-Even

A financial metric indicating the point at which a company's cash expenses equal its cash revenues, excluding non-cash expenses.

Variable Cost

A cost that varies with the level of output or production, such as raw materials and labor expenses.

Fixed Costs

Costs that do not vary with the level of production or sales, such as rent, salaries, and insurance, which remain constant regardless of the company's output.