After Jeremy Has Made His Sales Presentation and Answered the Prospect's

question 192

Multiple Choice

After Jeremy has made his sales presentation and answered the prospect's objections, he says, "When would you like to take delivery of the copier?" This is called a

• A) trial closing.
• B) follow-up.
• C) slick seller.
• D) clincher.
• E) negotiation for delivery terms.

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Definitions:

Deduction

An expense that can be subtracted from an individual's gross income to reduce the amount of income subject to tax.

Non-Cash Gifts

Items of value, other than money, given by one party to another, which can include property, stocks, or goods, and may be subject to tax regulations.

Fair Market Value

The price that an asset would sell for on the open market between willing and informed buyers and sellers.

Form 1040

The official form issued by the IRS that taxpayers fill out annually to report their earnings for the year.