What Should a Salesperson Using the FAB Selling Technique Primarily

question 20

Essay

What should a salesperson using the FAB selling technique primarily stress during a sales presentation?

---

Definitions:

Inverted Yield Curve

An inverted yield curve occurs when long-term debt instruments have a lower yield than short-term debt instruments, often considered a forewarning of economic recession.

Convertible Bonds

Bonds issued by a corporation that can be converted into a predetermined number of the company's shares at certain times during the bond's life, usually at the discretion of the bondholder.

Bond Yields

The return an investor realizes on a bond, calculated as the annual interest payment divided by the bond's current market price.

Term Structure

The relationship between interest rates (or yields) and different maturities of debt securities, often depicted as a curve.