After Dealing with a Prospect's Objection,the Very Next Thing the Professional

question 31

Multiple Choice

After dealing with a prospect's objection,the very next thing the professional salesperson should do is to:

• A) apply the FAB sequence.
• B) use the 5-question sequence.
• C) return to the SELL sequence.
• D) conduct a trial close.
• E) continue the presentation.

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Definitions:

Preferred Share

Equity shares in a corporation, which provide dividends to its holders before dividends are distributed to common shareholders, and typically have no or restricted voting rights.

Specific Dividend

A dividend paid out in forms other than cash, such as stocks or other assets, to shareholders.

Par-value Share

A type of stock with a nominal face value that companies define in their corporate charter.

Debenture

An acknowledgment of debts by a corporation normally involving more than one creditor; often used interchangeably with “bond,” but whereas a bond is typically secured against a specific asset, a debenture may be unsecured or secured by a floating charge against inventory.