Exam 13: Negotiating Buyer Concerns

The"budget limitation tactic"is often used by buyers who have been trained in negotiation.

What is the most likely benefit of using indirect denial to handle a prospect's concerns?

Professional buyers often learn to use specific tactics in dealing with salespeople. List three tactics that were identified in Homer Smith's book,Selling Through Negotiation.

Research shows that a neutral third party's testimony tends to provide a weak argument when answering a customer's concern.

Relying on a low price to sell a product reduces the product to a commodity.

Which of the following is an acceptable method of negotiating the price objection?

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. -Kelly's bottom line is price,but she has wiggle room if the seller can move on terms such as tiered discounts for subsequent orders. Which of the following would most likely appeal to Kelly?

Explain the differences between the direct denial method and the indirect denial method.

When a customer raises a valid objection that cannot be answered with a denial,the salesperson should most likely take which of the following actions?

Balance of power is most likely the issue a salesperson must consider when responding to a(n)________ tactic.

A growing number of professional buyers have completed training in negotiation.

The best way to overcome a sincere need objection by a business prospect is to:

Cost represents the:

A buyer's resistance to a salesperson's product is usually caused by:

What area of the sales process are the sales representatives weak in,according to the results of the sales director's analysis?