Sabrina Needs to Refrain from Speaking After Asking a Prospect

question 27

Multiple Choice

Sabrina needs to refrain from speaking after asking a prospect a difficult question.Tolerating silence is often important to allow the customer:

• A) time to think.
• B) an opportunity to end the meeting.
• C) to shift from the intimate to the social zone.
• D) to reveal underlying tension.
• E) to show his or her anxiety.

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Definitions:

Dividend Growth Model

A valuation method used to estimate the value of a stock based on its expected future dividend payments and growth rate.

Dividends

Payments made by a corporation to its shareholders, typically from profits, as a distribution of earnings.

Required Return

The minimum expected return an investor demands for holding a particularly risky investment.

Growth Rate

The rate at which a company's sales, revenue, or other financial metrics increase over a specific period.