Exam 13: Negotiating Buyer Concerns

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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.

(Essay)

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Question 61

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

(Multiple Choice)

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Question 62

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?

(Multiple Choice)

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Question 63

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

(Multiple Choice)

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Question 64

When a prospect has voiced an objection,it is most likely best for the salesperson to:

(Multiple Choice)

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Question 65

A(n)________ is a benefit that will,in most cases,outweigh the customer's specific concern.

(Short Answer)

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Question 66

An agreement to keep the same price but reduce prices in the future is often a successful response to which of the following tactics used by buyers?

(Multiple Choice)

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Question 67

Showing 61 - 67 of 67

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.

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?

When a prospect has voiced an objection,it is most likely best for the salesperson to:

A(n)________ is a benefit that will,in most cases,outweigh the customer's specific concern.

An agreement to keep the same price but reduce prices in the future is often a successful response to which of the following tactics used by buyers?

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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