Which of the Following Statements Is CORRECT

question 43

Multiple Choice

Which of the following statements is CORRECT?

• A) If a firm that sells on terms of net 30 changes its policy to 2/10 net 30, and if no change in sales volume occurs, then the firm's DSO will probably increase.
• B) If a firm sells on terms of 2/10 net 30, and its DSO is 30 days, then the firm probably has some past-due accounts.
• C) If a firm sells on terms of net 60, and if its sales are highly seasonal, with a sharp peak in December, then its DSO as it is typically calculated (with sales per day = Sales for past 12 months/365) would probably be lower in January than in July.
• D) If a firm changed the credit terms offered to its customers from 2/10 net 30 to 2/10 net 60, then its sales should increase, and this should lead to an increase in sales per day, and that should lead to a decrease in the DSO.
• E) Other things held constant, the higher a firm's days sales outstanding (DSO), the better its credit department.

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Definitions:

Relationship Selling

A selling strategy that emphasizes the development of enduring relationships with clients, instead of concentrating on single sales.

Convert the Objection

A sales technique involving addressing a potential buyer's concerns in a way that turns the objection into a reason for making the purchase.

Prospect's Objection

A potential customer's expressed concerns or doubts about a product or service during a sales process.

Assumptive Close

A sales technique that assumes the customer has already agreed to purchase and moves directly to the logistics of the transaction.