Indirect Denial Should

question 55

Multiple Choice

Indirect denial should:

• A) never be used if the prospect has raised a valid point.
• B) be used only if the buyer's objection is used as a means of getting rid of the salesperson.
• C) be used if the buyer is expressing his or her opinion.
• D) be used to inform the prospect that the objection is unimportant.
• E) be used if the buyer is accustomed to conducting trade-off analyses.

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Definitions:

NPV Projects

Projects that are evaluated based on the Net Present Value method, helping in deciding whether they contribute positively to the company's value.

Soft Rationing

Refers to the internal limitations set by a company on the funds allocated for capital projects, despite having a strong financial position.

Hard Rationing

A situation in corporate finance where there is a strict limit on the amount of new equity a company can issue.

Operating Cash Flow

Operating cash flow refers to the cash generated by a company's normal business operations, indicating whether a company is able to generate sufficient positive cash flow to maintain and grow its operations.