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Consultative Selling, 8th Edition by Mack HANAN

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Appendix BHOW CUSTOMER MANAGERSMAKE LEASE-VS.-BUYDECISIONS

Ownership may be effected through outright purchase without indebtedness, through a financed purchase, or, for all practical purposes, through a long-term lease. In an outright purchase, the buyer has full rights of ownership. When the buyer obtains financing (before or after the purchase), his ownership is diminished by the limitations on his control of the asset. For example, in an installment purchase, the buyer’s right to sell may be restricted by the lender’s lien. In a long-term lease, the lessee lacks not only the right to sell but also all of the asset’s residual rights, except for any purchase options available.

Short-term leasing is an alternative to these forms of ownership. ...

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