When a Prospect Has Finished Voicing a Concern,it Is a Good

question 85

Multiple Choice

When a prospect has finished voicing a concern,it is a good idea for the salesperson to:

• A)point out the relationship between price and quality.
• B)agree that the objection is true and accurate.
• C)divert attention to a product feature.
• D)be sure he or she understands the problem by asking probing questions.
• E)quickly point out that the customer is wrong.

Understand the requirements for recognition of goodwill and intangible assets in business combinations.

Grasp the accounting treatment of internally generated intangible assets according to AASB 138.

Recognize the disclosure requirements for intangible assets under AASB 138.

Understand the criteria for the classification of intangible assets as having finite or indefinite lives.

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Definitions:

Profit Margin

A financial metric that measures the amount of net income earned with each dollar of sales generated by comparing net income and revenue.

Days' Sales

A financial metric that calculates the average time it takes for a company to convert its inventory into sales.

Receivables Ratio

The Receivables Ratio, also known as the Accounts Receivable Turnover Ratio, measures how efficiently a company collects cash from its customers by comparing sales to the average receivables.

Outstanding Accounts

Accounts or invoices that have been billed but not yet paid by customers.