The Excess of the Purchase Price of a Business Over

question 2

Multiple Choice

The excess of the purchase price of a business over the fair values of the identifiable net assets acquired is a measure of:

• A) fair value.
• B) revaluation surplus.
• C) purchased goodwill.
• D) improvements.

---

Definitions:

Trial Close

A sales technique used to gauge a prospect's readiness to buy by asking hypothetical closing questions before the actual close.

Standing-Room Close

A sales technique designed to create a sense of urgency among potential buyers, suggesting that the opportunity or product will soon be unavailable, similar to an event that has only standing room available.

Countersuggestion

A suggestion that evokes an opposite response from the prospect.

Indirect Suggestion

A technique used in sales and communication wherein an idea or preference is implied or suggested rather than explicitly stated, influencing the receiver's thoughts or actions subconsciously.