Lillian Cringes When Customers Make Objections During Her Sales Presentation

question 81

Multiple Choice

Lillian cringes when customers make objections during her sales presentation. Buyer's objections:

• A)should never be encouraged.
• B)should always be made after the sales presentation.
• C)are the equivalent to a refusal to buy.
• D)are most useful when they remain hidden.
• E)are accurately described by none of the above

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Definitions:

Present Value

The current worth of a future sum of money or stream of cash flows given a specified rate of return, reflecting the time value of money.

Cash Equivalent Price

The value of an asset that is readily convertible into a known amount of cash with negligible risk of changes in value.

Acquisition Date

The specific date on which an acquisition or takeover of one entity by another is officially completed.

Incremental Borrowing Rate

The interest rate a company would have to pay if it borrows funds, often used in lease agreements to calculate lease liabilities.