Question 1

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

Accepted Answer

A) the process will be delayed and you may be able to wear the buyer down 
B) you will have a leg up on buyers,who are restricted from performing these assessments 
C) you will only make the sale if your BATNA determination matches your buyer's exactly 
D) they determine the best fair price for a product based on economies of scale in production 
E) they tell you what you will be willing to accept before you walk away from the negotiation 
A) the process will be delayed and you may be able to wear the buyer down 
B) you will have a leg up on buyers,who are restricted from performing these assessments 
C) you will only make the sale if your BATNA determination matches your buyer's exactly 
D) they determine the best fair price for a product based on economies of scale in production 
E) they tell you what you will be willing to accept before you walk away from the negotiation

Question 2

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

Accepted Answer

A) make concessions to the buyer too quickly 
B) create a win-win solution for both parties 
C) sell a product that lacks superior benefits 
D) give the prospect too much information 
E) promote the competition's product 
A) make concessions to the buyer too quickly 
B) create a win-win solution for both parties 
C) sell a product that lacks superior benefits 
D) give the prospect too much information 
E) promote the competition's product

Question 3

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

Accepted Answer

A) True 
 B)False

Question 4

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:

Accepted Answer

A) product 
B) time 
C) need 
D) source 
E) price 
A) product 
B) time 
C) need 
D) source 
E) price

Question 5

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 often tells sellers that her budget will not allow her to pay the price they are asking.What is the most effective way a seller could counter that claim?

Accepted Answer

A) offering to reduce the price through unbundling 
B) telling her to request a larger budget from her manager 
C) offering her the product for what she says she can spend 
D) asking to see proof of the limit of her budget 
E) convincing her of the benefits of the product 
A) offering to reduce the price through unbundling 
B) telling her to request a larger budget from her manager 
C) offering her the product for what she says she can spend 
D) asking to see proof of the limit of her budget 
E) convincing her of the benefits of the product

Question 6

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 7

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:

Accepted Answer

A) lower your price,but make sure the sale still results in a profit for your company 
B) confidently review the superior benefits of your product and attempt another close 
C) make a counteroffer that is about 10 percent under your first price quote 
D) review the unique features of the product or service 
E) unbundle features of the product 
A) lower your price,but make sure the sale still results in a profit for your company 
B) confidently review the superior benefits of your product and attempt another close 
C) make a counteroffer that is about 10 percent under your first price quote 
D) review the unique features of the product or service 
E) unbundle features of the product

Question 8

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

Accepted Answer

A) cold calling methods 
B) trial close techniques 
C) reservation values 
D) logrolling rules 
E) unbundling tools 
A) cold calling methods 
B) trial close techniques 
C) reservation values 
D) logrolling rules 
E) unbundling tools

Question 9

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

Accepted Answer

A) True 
 B)False

Question 10

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

Accepted Answer

A) True 
 B)False

Question 11

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

Accepted Answer

A) Transactional buying at a low price involves a strategic relationship with the seller. 
B) Features and benefits are not always related to the price of a product. 
C) Lower prices are equivalent to lower costs and higher quality. 
D) The highest quality can never be obtained at the lowest price. 
E) Paying too much is typically worse than paying too little. 
A) Transactional buying at a low price involves a strategic relationship with the seller. 
B) Features and benefits are not always related to the price of a product. 
C) Lower prices are equivalent to lower costs and higher quality. 
D) The highest quality can never be obtained at the lowest price. 
E) Paying too much is typically worse than paying too little.

Question 12

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

Accepted Answer

The answer of The ________ method of negotiating buyer resistance...

Question 13

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

Accepted Answer

A) budget limitation 
B) take-it-or-leave-it 
C) let-us-split-the-difference 
D) "if...then" 
E) "sell low now,make profits later" 
A) budget limitation 
B) take-it-or-leave-it 
C) let-us-split-the-difference 
D) "if...then" 
E) "sell low now,make profits later"

Question 14

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

Accepted Answer

A) the salesperson failing to negotiate well 
B) another product satisfying the buyer's needs 
C) friends and acquaintances recommending the product 
D) the product's advanced stage in the product life cycle 
E) the product's price being equal to the buyer's current product 
A) the salesperson failing to negotiate well 
B) another product satisfying the buyer's needs 
C) friends and acquaintances recommending the product 
D) the product's advanced stage in the product life cycle 
E) the product's price being equal to the buyer's current product

Question 15

Cost represents the:

Accepted Answer

A) relationship between price and amortization 
B) initial amount the buyer pays for the product 
C) amount the buyer pays for a product as it is used over a period of time 
D) true value of the product in non-financial terms 
E) buyer's contribution to the negotiations 
A) relationship between price and amortization 
B) initial amount the buyer pays for the product 
C) amount the buyer pays for a product as it is used over a period of time 
D) true value of the product in non-financial terms 
E) buyer's contribution to the negotiations

Question 16

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

Accepted Answer

A) identifying the main concerns of the prospect 
B) showing respect for the prospect's opinion 
C) countering inaccurate information 
D) resolving the issue conclusively 
E) preventing price resistance 
A) identifying the main concerns of the prospect 
B) showing respect for the prospect's opinion 
C) countering inaccurate information 
D) resolving the issue conclusively 
E) preventing price resistance

Question 17

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:

Accepted Answer

A) agree to split the difference 
B) make a pricing counteroffer 
C) provide a trial demonstration 
D) walk away from the negotiations 
E) show sourcing documents as proof 
A) agree to split the difference 
B) make a pricing counteroffer 
C) provide a trial demonstration 
D) walk away from the negotiations 
E) show sourcing documents as proof

Question 18

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

Accepted Answer

A) reservation value 
B) best alternative 
C) peak price point 
D) price objection 
E) zone of possible agreement 
A) reservation value 
B) best alternative 
C) peak price point 
D) price objection 
E) zone of possible agreement

Question 19

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

Accepted Answer

A) time 
B) product 
C) price 
D) source 
E) process 
A) time 
B) product 
C) price 
D) source 
E) process

Question 20

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

Accepted Answer

A) budget limitation 
B) feel-felt-found 
C) let-us-split-the-difference 
D) "if...then" 
E) "sell low now,make profits later" 
A) budget limitation 
B) feel-felt-found 
C) let-us-split-the-difference 
D) "if...then" 
E) "sell low now,make profits later"

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

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

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:

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:

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

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

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

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

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

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

Cost represents the:

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

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

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

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

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

Exam 13: Negotiating Buyer Concerns

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

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

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:

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:

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

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

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

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

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

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

Cost represents the:

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

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

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

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

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