Exam 13: Negotiating Buyer Concerns

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?

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

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

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

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

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. -Which of the following would be an example of logrolling in this negotiation?

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is best for overcoming buyer skepticism?

Logrolling refers to:

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

A salesperson should most likely review the benefits of the product before making price concessions to a buyer who engages in ________ tactics.

Which of the following is most likely a true statement about price?

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

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. -Because Kelly is a tough negotiator,salespeople must be aware of how much flexibility they have in terms of price,specifications,and delivery schedules.Which of the following best helps a salesperson with determining the walk-away point when dealing with Kelly?

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?

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

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

Which of the following best describes a misunderstanding?

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:

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:

Which tactic most likely involves making a price concession to the buyer?