The Salesperson Should Most Likely Be Prepared to Handle the Prospect's

question 58

Multiple Choice

The salesperson should most likely be prepared to handle the prospect's objection(s) :

• A) after the close.
• B) after the presentation.
• C) during the approach.
• D) after the demonstration.
• E) anytime during the sales call.

Understand the treatment of consignment goods, goods in transit, and returns on inventory counts and financial reporting.

Understand the principles of inventory costing methods (e.g., FIFO, LIFO, average cost, and specific identification).

Calculate gross profit using different inventory costing methods.

Understand the application of perpetual and periodic inventory systems.

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Definitions:

Negative Behavior

Actions or conduct that are harmful, destructive, or undesirable, negatively affecting the individual involved or others.

Reinforcement

A principle in behavioral psychology that increases the likelihood of a behavior repeating by applying a consequence, positive or negative, following that behavior.

Contrived Extrinsic Rewards

Incentives that are intentionally created to motivate specific behaviors or outcomes, which might not inherently be rewarding.

Smiles

Are facial expressions that typically signify happiness, pleasure, or amusement, often used as a form of non-verbal communication.