Lena Getz Has Just Finished Demonstrating the Durability of Her

question 74

Multiple Choice

Lena Getz has just finished demonstrating the durability of her company's upholstery fabric. To find out if this feature is important to her prospect, she should:

• A) use a trial close.
• B) hand her catalog to the prospect.
• C) use a probe question.
• D) use the questions approach.
• E) lead into a benefit.

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Definitions:

Double-declining-balance

An accelerated depreciation method that calculates depreciation at twice the rate of the straight-line method.

Salvage Value

The assessed end-of-life residual value of an asset at the point of its usefulness completion.

Book Value

Book Value is the value of an asset according to its balance sheet account balance, taking into account the cost of the asset less any depreciation, amortization, or impairment costs.

Plant Assets

Long-term tangible assets used in the production and distribution of goods and services, such as buildings and machinery.