All of the Following Are Benefits of the Opinion Approach

question 26

Multiple Choice

All of the following are benefits of the opinion approach EXCEPT:

• A) revealing unexplored product opportunities.
• B) helping new salespeople to engage prospects.
• C) using technology to show product applications.
• D) encouraging prospects to discuss their needs.
• E) showing appreciation for a prospect's expertise.

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Definitions:

Outstanding Accounts Receivable

Refers to the money owed to a company for goods or services that have been provided but not yet paid for.

Allowance for Doubtful Accounts

An estimation of the amount of accounts receivable that may not be collectible, resulting in a contra asset account to adjust the value of total accounts receivable.

Percent of Sales Method

A forecasting technique used to estimate various financial metrics, like expenses or inventory levels, as a percentage of sales revenue.

Realizable Value

An estimate of the amount for which an asset can be sold or a liability settled under current market conditions.