If the Prospect Says "No," Which of the Following Should

question 76

Multiple Choice

If the prospect says "no," which of the following should the salesperson avoid?

• A)Display open disappointment and indicate that you would like to return later and present the proposal a second time.
• B)Maintain a professional "winning" attitude even though the sale was lost.
• C)Prepare the prospect to evaluate competing products.
• D)Bring out an important point that was overlooked earlier.
• E)Make sure the deal is really dead.

Understand the concept and calculation of raw materials price variance.

Understand how to classify variances as favorable or unfavorable.

Learn to apply variance analysis concepts to different time periods and scenarios.

Grasp the interconnectedness of different types of variances in manufacturing cost control.

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Definitions:

Price Index

A statistical measure that shows changes in the average price level of a selected basket of goods and services over time.

Real Gross Domestic Product

The total value of all goods and services produced within a country in a specific period, adjusted for inflation, indicating the actual growth of an economy.

Intrinsic Value

The actual, fundamental value of an asset, irrespective of its market value, determined through objective calculation or estimation.

Cost of Capital

The rate of return that a company must earn on its investment projects to maintain its market value and attract funds.