When the Prospect Asked,"Will I Get a 2-Year Service Warranty

question 91

Multiple Choice

When the prospect asked,"Will I get a 2-year service warranty on this heating system?" The salesperson responded,"Before you decide to buy,let me tell you about how this new timer will save you money." What method was the salesperson using to meet the prospect's objection?

• A) Boomerang
• B) Rephrase
• C) Compensation
• D) Forestall
• E) Dodge

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Definitions:

Semi-Annually

Describes an event or action that occurs twice a year, typically every six months.

Present Values

The valuation in today's currency of future cash flows or a lump sum, factoring in a specific rate of return.

Discount Rate

This is the interest rate that's used to determine the current value of future cash flows in the analytical process of discounted cash flow.

Discount Rate

The interest rate used to determine the present value of future cash flows in discounted cash flow analysis. It represents the opportunity cost of investment.