Question 1

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

Accepted Answer

A) True 
 B)False

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

The sales director of a food supply house to restaurants has been analyzing sales for the past two years and has discovered that sales representatives have been losing sales, giving larger discounts than they should, and giving away too many "freebies" to clients.
-The negotiation training stresses that sales representatives should avoid making price the focal point of the presentation.This requires the sales representatives to refocus on:

Accepted Answer

A)  positioning the product on quality instead of price 
B)  using the postponement method when asked about price 
C)  timing the presentation to mention price last instead of first 
D)  using the pricing sheet to create tiers of discounts 
E)  targeting sales to buyers with less money 
A)  positioning the product on quality instead of price 
B)  using the postponement method when asked about price 
C)  timing the presentation to mention price last instead of first 
D)  using the pricing sheet to create tiers of discounts 
E)  targeting sales to buyers with less money

Question 4

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

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A)  Make price the focal point of your presentation. 
B)  Clarify the link between price and quality. 
C)  Focus on an individual product feature. 
D)  Apologize for the product's high prices. 
E)  Lower the price if the customer balks. 
A)  Make price the focal point of your presentation. 
B)  Clarify the link between price and quality. 
C)  Focus on an individual product feature. 
D)  Apologize for the product's high prices. 
E)  Lower the price if the customer balks.

Question 6

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

Accepted Answer

A) True 
 B)False

Question 7

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:

Accepted Answer

A)  deal with buyers that have well-developed negotiation skills 
B)  give concessions quickly to show good will to the buyers 
C)  settle most of the points of contention right away 
D)  revalue the microscope to make the sale 
E)  stick to the most important consideration: price 
A)  deal with buyers that have well-developed negotiation skills 
B)  give concessions quickly to show good will to the buyers 
C)  settle most of the points of contention right away 
D)  revalue the microscope to make the sale 
E)  stick to the most important consideration: price

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

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

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

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

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Exam 13: Negotiating Buyer Concerns

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

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

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

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

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

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: the Foundation for Partnering Relationships That Create Value

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

Approaching the Customer With Adaptive Selling

Determining Customer Needs With a Consultative Questioning Strategy

Creating Value With the Consultative Presentation

Adapting the Close and Confirming the Partnership

Servicing the Sale and Building the Partnership

Opportunity Management: the Key to Greater Sales Productivity

Management of the Sales Force

Filters