What Response Is Most Likely Expected from a Prospect When

question 30

Multiple Choice

What response is most likely expected from a prospect when a salesperson uses a counter suggestion such as,"Do you really want an SUV with all of these extra features?"

• A) "I really don't need all of these extras. We should look at less expensive SUVs."
• B) "Yes, this model has lots of features that aren't available on other SUVs."
• C) "Okay. Show me some other SUVs which are better than this."
• D) "Okay. What kind of SUV would you recommend we buy?"
• E) "We should consider an SUV with fewer features."

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Definitions:

Dealer Profit

The difference between the price at which a dealer sells a good and the cost incurred to buy or produce that good, essentially the dealer's earning from the transaction.

Interest Revenue

Earnings generated from lending money or from investing in interest-bearing financial instruments.

Operating Lease

A lease arrangement that allows the use of an asset but does not convey rights similar to ownership of the asset. It is typically used for short-term leasing agreements.

Unreimbursable Costs

Costs incurred for which reimbursement is not possible, typically in the context of contracts or agreements.