Evaluating the Benefits of IT Projects Is More Complex Than

question 33

Multiple Choice

Evaluating the benefits of IT projects is more complex than evaluating their costs for all of the following reasons except:

• A) Benefits are harder than costs to quantify.
• B) Benefits tend to be more tangible than costs.
• C) IT can be used for several different purposes.
• D) The probability of obtaining a return from an IT investment is based on the probability of implementation success.
• E) The proposed system may be "cutting edge."

Identify and interpret buying signals during the sales process.

Master the timing for attempting a close in a sales conversation.

Understand the relationship between customer readiness and different closing strategies.

Develop the ability to adjust closing strategies based on customer behavior and mood.

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