As Rick Attempted to Obtain Commitment from His Prospect, He

question 60

Multiple Choice

As Rick attempted to obtain commitment from his prospect, he said, "You stated in our previous visits you were looking for a product that would be low cost, yet also provide long life. As I've shown, our product has the lowest price in its class. And, according to industry reports, our product lasts 20 percent longer than our major competitors. Can I place an order for you today?" This is an example of the:

• A)balance sheet method.
• B)direct request method.
• C)assumptive close.
• D)benefit summary method.
• E)benefit in reserve close.

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Definitions:

Date of Record

The specific date set by a corporation upon which the company determines the shareholders eligible to receive a dividend or distribution.

Income Tax Expense

The cost of income taxes a company must pay, reported in the income statement as part of its expenses.

Dividends

Funds disbursed by a company to its shareholders, frequently as an allocation of earnings.

Retained Earnings

The portion of a company's profit that is held back and not distributed to shareholders as dividends, often reinvested in the business.