The Prospect Wants a Notebook Computer to Take with Him

question 117

Short Answer

The prospect wants a notebook computer to take with him on an archeological dig in the Yucatan peninsula, "I just can't believe there is a notebook computer made that can withstand the weather extremes that I'm likely to find at the dig." The salesperson handed him a letter from a customer that had taken a Panasonic CF-M34 with her on a trip to the Brazilian rainforest. The letter was extremely complementary of how the CF-M34 notebook operated in extreme weather conditions and when held in awkward positions. What method of handling objections did the salesperson use?

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Definitions:

Costs of Goods Sold

Costs directly related to the manufacture of products sold by a company.

Accounts Receivable

Outstanding payments from debtors to a company for goods or services already utilized or delivered but not paid for.

Market-to-Book Ratio

A ratio used to compare a company's current market value to its book value, indicating how highly valued a company is in comparison to its actual assets.

Common Stock

A type of equity security that represents ownership in a corporation, giving the holder a share in the company's profits and losses.