Establishing a Preset Level at Which the Decision Is Abandoned

question 74

Multiple Choice

Establishing a preset level at which the decision is abandoned or reevaluated is recommended mainly to:

• A)minimize reliance on an implicit favorite.
• B)avoid relying on mental models to recognize problems or opportunities.
• C)minimize escalation of commitment.
• D)minimize problem identification.
• E)reduce the incidence of satisficing.

Grasp the importance of responding adequately to objections and the inability to close sales.

Compare and contrast different closing techniques such as assumptive close, summary-of-benefits close, and standing-room-only close.

Elucidate the role of asking questions in both gathering information and closing sales.

Analyze the reasons why salespeople face difficulties in closing sales.

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Definitions:

Taxes

Compulsory financial charges or some other type of levy imposed upon a taxpayer by a governmental organization.

Working Capital

The balance sheet accounts associated with day-to-day operating activities. Gross working capital is generally defined as current assets and net working capital as current assets minus current liabilities.

Accounts Receivable

Money owed to a company by its customers for goods or services already delivered but not yet paid for.

Inventory

Represents the goods or materials a business holds for the purpose of resale or production.