As a Salesperson,you Need to Know That the Business Proposition

question 4

Multiple Choice

As a salesperson,you need to know that the business proposition:

• A) should never be used during the sales presentation.
• B) is a weak selling tool that should be added in an appendix.
• C) should be used only if the prospect has multiple objections.
• D) should follow the discussion of the product's FABs and marketing plan.
• E) typically does not help you close the sale.

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Definitions:

GAAP

Generally Accepted Accounting Principles represent the customary set of rules for financial accounting that are utilized in a particular jurisdiction.

Principles-based Approach

A method of regulation that emphasizes the spirit of the laws and principles behind them, rather than rigid adherence to specific rules.

Lease Capitalization

The process of recording a lease as an asset and a corresponding liability on the lessee's balance sheet, particularly for long-term leases.

IFRS

International Financial Reporting Standards, a set of accounting standards developed by the International Accounting Standards Board (IASB) that is used globally to prepare public company financial statements.