An Effective Way to Respond to Some Objections Is to Use

question 92

Multiple Choice

An effective way to respond to some objections is to use someone else's experience as proof.This technique is called the:

• A) jury of executive opinion method.
• B) outside reference technique.
• C) third-party answer technique.
• D) boomerang method.
• E) counterbalance method.

---

Definitions:

CAPM Approach

The Capital Asset Pricing Model, a formula used to determine the expected return on investment (ROI) by correlating the risk and expected return.

Cost of Equity

The return that shareholders require or expect to earn on their investment in the company, considered as the company's cost of retaining and using equity capital.

CGT

Capital Gains Tax, which is a tax on the profit realized on the sale of a non-inventory asset.

Flotation Cost

The total costs incurred by a company in offering its securities to the public, including underwriting, legal, and registration fees.