Exam 13: Negotiating Buyer Concerns

If a customer tells a sales representative from Johnson Supply,"I've always purchased my supplies from the Ralston Company,"this person is most likely raising an objection 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. -Karyn's team has already uncovered the lab's needs during the consultative questioning stage of the presentation. Which of the following is most likely true?

The ________ method of negotiating an objection is popular with customers because they can get fully acquainted with the product without making a major commitment.

The foundation for win-win negotiations is a relationship with the customer built on trust and rapport.

The"feel-felt-found"method is used in conjunction with which of the following?

A salesperson can often overcome objections to the set price of a product by apologizing for the price to the customer.

According to the text,you usually get what you deserve,no matter how you negotiate.

One way to empathize with the client's objection and turn objections into sales is to use the"feel-felt- ________"strategy.

A(n)________ is a benefit that will,in most cases,outweigh the customer's specific concern.

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,the salesperson is using the ________ method of negotiating an objection.

Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called:

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 -If Kelly and the seller cannot come to terms on pricing or any other equivalent factors,which of the following is the most likely outcome of the negotiation?

Which of the following best describes a misunderstanding?

If you believe in your product and understand its unique features,then preparing for price resistance is unnecessary.

List five common types of buyer concerns.

One of the most common buyer concerns in the field of selling is:

Sales resistance is a natural response that tends to provide the salesperson with valuable information about the consumer.

The price-cost comparison as a negotiating technique is more likely to be successful with buyers of products that:

The negotiations are stalled until Karyn's team discovers that the buyers are concerned about the costs of training laboratory employees to use the new microscope. What response would most likely move the negotiations forward?

A stall tends to mean that the customer appreciates the benefits of a product but is unwilling to engage in negotiations.