Exam 13: Negotiating Buyer Concerns

Karyn Fleishman is the lead sales representative on a team selling super-powered microscopes to research laboratories and other research institutions. She and her team just made a presentation to the buying team of a large lab, and they are about to enter the negotiation process to work toward closing a deal. -The selling team should most likely be prepared to:

If a company uses a low-price strategy,the company should most likely consider which of the following when negotiating with transactional buyers?

When a customer says,"I would rather not tie up my money in a large order,"the resistance most likely falls into which category?

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers -When Kelly sees value in a product but does not want to pay the suggested price,she often offers to split the price difference with the seller. If a salesperson finds Kelly's offer unacceptable,the salesperson should most likely:

Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?

The ________ method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism.

Direct denial may be appropriate when a customer's objection is based on misinformation.

A professional buyer says,"My final offer is $9,500,take it or leave it."The best way to cope with this type of resistance is to:

In some cases the statement,"I don't need your product,"is a conditioned response.

Which of the following is true with respect to negotiations in foreign cultures?

The direct-denial method of negotiating objections is a very common approach used in the field of selling.

Which tactic would most likely be used by buyers trained in price negotiation?

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers. -Using a price-cost comparison on Kelly is unlikely to be effective because:

A salesperson who goes into a negotiation process without any preparation is likely either to lose the sale or to:

Karyn Fleishman is the lead sales representative on a team selling super-powered microscopes to research laboratories and other research institutions. She and her team just made a presentation to the buying team of a large lab, and they are about to enter the negotiation process to work toward closing a deal. -During the negotiations,it became apparent that the buyer had not understood the delivery schedule correctly. This most likely made the situation:

Adding value with a cluster of satisfactions would be an effective way to deal with:

If a marketer's goal is to earn a small profit margin on a large sales volume,the marketer is likely to use a:

Which of the following is an acceptable way to cope with the loyalty objection?

The sales director could most likely help the sales representatives to understand the firm's financial objectives by clarifying:

Determining your BATNA and ZOPA will help you in negotiations because: