A salesperson is using the SPIN approach. The prospect states a specific need after the salesperson asks the problem question. The salesperson should move directly into the presentation.
Answer the following statement true (T) or false (F)
False
If the prospect should state a specific need after your situation or problem questions, do not move directly into your sales presentation. Continue with the next two steps to increase your chances of making the sale. A prospect may sometimes not appreciate all the ramifications of a problem.
You might also like to view...
Today, more than ______ people use the internet.
a. 3 million b. 300 million c. 3 billion d. 30 billion
Rhonda has a 30% interest in the capital and profits of the ABC Partnership. In the first year of the partnership, 2019, it earned $150,000. However, the partners agreed that nothing would be distributed until after the end of March 2020, before Rhonda filed her 2019 tax return. The distributions were to be delayed because it was unclear as to whether business conditions would remain good in 2020. Things were going well in 2020 and therefore the partnership distributed $30,000 to Rhonda at the end of March, as a portion of her share of the partnership’s 2019 earnings. The partnership’s income for 2020 was $60,000. As a result, Rhonda must recognize $30,000 of gross income in 2019 and $18,000 in 2020.
Answer the following statement true (T) or false (F)
Opinions on the use of a career objective are mixed. Which of the following is the best reason for candidates to add a career objective to their résumés?
A) An objective shows flexibility and indicates that a candidate is adaptable and willing to change to suit the employer's needs. B) The primary goal of an objective is to make the recruiter's life easier by quickly classifying the résumé, which means the applicant is more likely to be hired. C) An objective can rapidly disqualify a candidate if the stated objective does not match a company's job description. D) An objective can tell the prospective employer that this candidate is sure about what he or she wants to do.
Prather Corporation uses a job-order costing system with a single plantwide predetermined overhead rate based on direct labor-hours. The company based its predetermined overhead rate for the current year on the following data: Total direct labor-hours 50,000Total fixed manufacturing overhead cost$285,000Variable manufacturing overhead per direct labor-hour$3.80 Recently, Job P513 was completed with the following characteristics: Number of units in the job 10Total direct labor-hours 20Direct materials$710Direct labor cost$500The estimated total manufacturing overhead is closest to:
A. $285,000 B. $475,000 C. $190,000 D. $285,004