Refer to Real World Box on Page 502 for Survey

question 31

Multiple Choice

Refer to Real World box on page 502 for survey referenced. The method of investment appraisal found in surveys to be used by 94% of Australian companies is:

• A)internal rate of return.
• B)accounting rate of return.
• C)net present value.
• D)payback period.

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Definitions:

Preapproach

A strategy in the sales process where preliminary research and planning are conducted before interacting with a potential customer.

Trial Close Stage

A stage in the sales process where the seller presents a proposition to gauge the buyer's interest or readiness to make a purchase, often before the final close.

Center of Influence

An individual or institution that can significantly affect perceptions and actions within a specific community or demographic through their authority or position.

Endless Chain

A sales technique where current customers are used to generate referrals for future sales opportunities.