What Response Is Most Likely Expected from a Prospect When

question 30

Multiple Choice

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

• A) "I really don't need all of these extras. We should look at less expensive SUVs."
• B) "Yes, this model has lots of features that aren't available on other SUVs."
• C) "Okay. Show me some other SUVs which are better than this."
• D) "Okay. What kind of SUV would you recommend we buy?"
• E) "We should consider an SUV with fewer features."

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Definitions:

Factory Heating and Lighting

This refers to the costs associated with heating and illuminating manufacturing facilities, often considered as part of the overhead expenses in product costing.

Product Costs

The costs directly associated with manufacturing a product, including direct materials, direct labor, and overhead.

Sales and Administrative Expenses

Costs associated with the general operation of a company and the sale of its products, excluding production costs.

Factory Overhead

Costs associated with running a factory that are not directly tied to a specific product, including utilities and salaries for management.