When a prospect has voiced an objection, it is most likely best for the salesperson to:
A) suggest postponing the negotiations
B) divert attention to a product feature
C) illustrate the product's high quality
D) deny the accuracy of the objection
E) clarify the true nature of the problem
E
You might also like to view...
What is a characteristic of effective training objectives?
A. disclaimers to prevent exaggerated expectations B. specified methods of performance evaluation C. names of the trainers and trainees D. measurable performance standards E. specified costs associated with the training
When preparing the Statement of Owner's Equity the beginning balance should be followed by ____ to arrive at the ending balance of owner's equity
A) investments plus net income (loss) B) investments less withdrawals C) net income (loss) less withdrawals D) investments plus net income (loss) less withdrawals
Why is the term “follower” used infrequently in writings about adaptive leadership?
A. it is a derogatory term B. follower implies a submissive role C. it lessens the role of the leader D. adaptive leadership theory is not concerned with followers
Coble Woodworking Corporation produces fine cabinets. The company uses a job-order costing system in which its predetermined overhead rate is based on capacity. The capacity of the factory is determined by the capacity of its constraint, which is an automated shaper. Additional information is provided below for the most recent month: Estimates at the beginning of the month: Estimated total fixed manufacturing overhead$28,560? Capacity of the shaper 280?hoursActual results: Sales$93,000? Direct materials$11,900? Direct labor$17,200? Actual total fixed manufacturing overhead$28,560? Selling and administrative expense$4600? Actual hours of shaper use 240?hoursThe manufacturing overhead applied is closest to:
A. $28,560 B. $24,480 C. $13,286 D. $4600