Constance Sells a Multilingual Information Service

question 35

Multiple Choice

Constance sells a multilingual information service.She has just encountered a price objection from a prospective client.Applying the two-step approach to this objection,the first thing she should do is:

• A) try to look at the objection from the customer's viewpoint.
• B) determine which services are most important to the average customer and sell them.
• C) sell the importance of being able to communicate in multiple languages rather than the price.
• D) adjust the presentation and offer fewer language options.
• E) try to lower the price by eliminating certain services the prospect can perform in-house.

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Definitions:

Investment Income

Income coming from interest payments, dividends, capital gains, and other profits made through an investment.

Associated Companies

Companies that are connected through common ownership or control but aren't subsidiaries or fully owned entities of the parent company.

Equity Method

An accounting technique used by companies to record and report their investments in other companies based on the level of control and influence they have over the company.

Voting Stock

Shares of a company that grant the shareholder voting rights in corporate decisions and elections of the board of directors.