Discounts offered to encourage early payment of outstanding accounts are called ____ discounts.
A. trade
B. cash
C. wholesale
D. quantity
E. preferential
Answer: B
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The prospect says, "Your company has only been in business for two years. I like to buy from established companies." The prospect is using a ________ objection.
A. no-need B. source C. hidden D. stalling E. covert
Geoff is an attorney, whose clients include Hydroponic Superstores, Inc Unless Hydroponic has violated securities law, the contents of Geoff's file on Hydroponic may be disclosed to someone other than the firm A) under no circumstances
B) only under a court order (with or without Hydroponic's consent). C) only with Hydroponic's consent. D) under any circumstances.
Communication is a(n) ________ factor in successful change programs.
A. onetime B. latent C. ongoing D. intermittent
In which step of the sales process would the salesperson call to ensure customer satisfaction and repeat business?
A. presentation B. close the sale C. follow-up D. handle objections E. approach