Tangible Factors

question 9

Multiple Choice

Tangible factors

• A) include the price and terms of agreement.
• B) are psychological motivations that influence the negotiations.
• C) include the need to look good in negotiations.
• D) cannot be measured in quantifiable terms.
• E) None of the above statements describe tangible factors.

Understand the structure and components of the income statement, including continuing operations, extraordinary items, and discontinued operations.

Identify and differentiate between ordinary and extraordinary items on the income statement.

Recognize and understand the treatment of gains or losses from the disposal of business components and equipment.

Comprehend the rationale and application of the multi-step income statement for financial analysis.

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Definitions:

Needs

The desire for something a person feels is worthwhile.

Referral Approach

A sales technique where existing customers are encouraged to refer new clients, leveraging existing relationships to gain new business.

Introductory Approach

The initial step in a sales process where the salesperson introduces themselves and their offering to a prospective client.

Multi-Question Approach

A sales technique that incorporates asking several targeted questions aimed at understanding the customer's needs and preferences.