Question 1

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Accepted Answer

A) True 
 B)False

Question 2

Adding value with a cluster of satisfactions would be an effective way to deal with:

Accepted Answer

A) time resistance 
B) adaptive selling 
C) price resistance 
D) third-party testimonials 
E) decision postponements 
A) time resistance 
B) adaptive selling 
C) price resistance 
D) third-party testimonials 
E) decision postponements

Question 3

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 4

The iceberg metaphor shows that many customers try to negotiate on price because:

Accepted Answer

A) price is often inflated to attempt to maximize profits for the company 
B) price is the most easily quantifiable characteristic of any product 
C) they were trained to negotiate on price and price alone 
D) they feel that they are not fulfilling their duties as buyers if they do not attempt to get lower prices 
E) they do not realize that other factors,such as service and terms,can be more important to long-term satisfaction 
A) price is often inflated to attempt to maximize profits for the company 
B) price is the most easily quantifiable characteristic of any product 
C) they were trained to negotiate on price and price alone 
D) they feel that they are not fulfilling their duties as buyers if they do not attempt to get lower prices 
E) they do not realize that other factors,such as service and terms,can be more important to long-term satisfaction

Question 5

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.

Accepted Answer

The answer of When a salesperson bends a little and...

Question 6

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?

Accepted Answer

A) defamation 
B) feel-felt-found 
C) third-party testimony 
D) indirect denial 
E) demonstration 
A) defamation 
B) feel-felt-found 
C) third-party testimony 
D) indirect denial 
E) demonstration

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

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

Accepted Answer

A) True 
 B)False

Question 9

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?

Accepted Answer

A) The team should practice debating features and benefits before the negotiation. 
B) The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation. 
C) The team has already missed their best window of opportunity for negotiations. 
D) The team should be more aggressive about offering discounts to achieve a fast close. 
E) The team is more prepared than they need to be for the negotiation process. 
A) The team should practice debating features and benefits before the negotiation. 
B) The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation. 
C) The team has already missed their best window of opportunity for negotiations. 
D) The team should be more aggressive about offering discounts to achieve a fast close. 
E) The team is more prepared than they need to be for the negotiation process.

Question 10

Which of the following is true with respect to negotiations in foreign cultures?

Accepted Answer

A) Different cultural expectations can cause miscommunication. 
B) It is sometimes advisable to become antagonistic during negotiations. 
C) Business rituals are largely the same across cultures. 
D) German buyers are unlikely to look you in the eye. 
E) In China,negotiations are less straightforward than in Japan. 
A) Different cultural expectations can cause miscommunication. 
B) It is sometimes advisable to become antagonistic during negotiations. 
C) Business rituals are largely the same across cultures. 
D) German buyers are unlikely to look you in the eye. 
E) In China,negotiations are less straightforward than in Japan.

Question 11

List five common types of buyer concerns.

Accepted Answer

1.Concerns related to need for

Question 12

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?

Accepted Answer

A) SWOT 
B) ZOPA 
C) ROI 
D) PLC 
E) CRM 
A) SWOT 
B) ZOPA 
C) ROI 
D) PLC 
E) CRM

Question 13

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?

Accepted Answer

A) The seller will give in and accept the price the buyer wants to pay. 
B) The buyer and seller will use a random method to decide whose terms to use. 
C) The buyer and seller will walk away from the negotiation without closing a sale. 
D) The buyer and seller will take the disagreement to an outside mediator. 
E) The buyer will give in and pay the full price asked by the seller. 
A) The seller will give in and accept the price the buyer wants to pay. 
B) The buyer and seller will use a random method to decide whose terms to use. 
C) The buyer and seller will walk away from the negotiation without closing a sale. 
D) The buyer and seller will take the disagreement to an outside mediator. 
E) The buyer will give in and pay the full price asked by the seller.

Question 14

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

Accepted Answer

The answer of The ________ method of negotiating an objection...

Question 15

Which of the following best describes a misunderstanding?

Accepted Answer

A) a failure to ask enough probing questions to identify a problem 
B) a failure to agree even when both sides understand each other 
C) a failure to accurately understand the other person's point 
D) an inability to reach a win-win agreement 
E) an inability to negotiate across cultures 
A) a failure to ask enough probing questions to identify a problem 
B) a failure to agree even when both sides understand each other 
C) a failure to accurately understand the other person's point 
D) an inability to reach a win-win agreement 
E) an inability to negotiate across cultures

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

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

Question 18

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

Accepted Answer

A) negotiation 
B) agreement 
C) practice theory 
D) tactics 
E) strategy 
A) negotiation 
B) agreement 
C) practice theory 
D) tactics 
E) strategy

Question 19

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 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?

Accepted Answer

A) The sales team offers to demonstrate the microscope to the lab supervisors. 
B) The sales team provides testimonials on the efficacy of the microscope. 
C) The sales team ignores the concern and offers expedited delivery instead. 
D) The sales team offers discounted training from the firm's implementation team. 
E) The sales team assures the buyers that the microscope is easy to use. 
A) The sales team offers to demonstrate the microscope to the lab supervisors. 
B) The sales team provides testimonials on the efficacy of the microscope. 
C) The sales team ignores the concern and offers expedited delivery instead. 
D) The sales team offers discounted training from the firm's implementation team. 
E) The sales team assures the buyers that the microscope is easy to use.

Question 20

In some cases the statement,"I don't need your product," is a conditioned response.

Accepted Answer

A) True 
 B)False

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Adding value with a cluster of satisfactions would be an effective way to deal with:

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

The iceberg metaphor shows that many customers try to negotiate on price because:

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.

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?

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

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

Which of the following is true with respect to negotiations in foreign cultures?

List five common types of buyer concerns.

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

Which of the following best describes a misunderstanding?

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

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

In some cases the statement,"I don't need your product," is a conditioned response.

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

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Adding value with a cluster of satisfactions would be an effective way to deal with:

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

The iceberg metaphor shows that many customers try to negotiate on price because:

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.

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?

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

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

Which of the following is true with respect to negotiations in foreign cultures?

List five common types of buyer concerns.

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

Which of the following best describes a misunderstanding?

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

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

In some cases the statement,"I don't need your product," is a conditioned response.

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