Question 1

A challenge that comes about when negotiations are conducted by a buying team is:

Accepted Answer

A) internal conflicts can arise in the team due to conflicting agendas. 
B) encountering a phenomenon called group think. 
C) dealing with various communication styles in the team. 
D) the balance of power shifts to the team with the most number of people in it. 
E) some people in the team may not be very well informed about the product. 
A) internal conflicts can arise in the team due to conflicting agendas. 
B) encountering a phenomenon called group think. 
C) dealing with various communication styles in the team. 
D) the balance of power shifts to the team with the most number of people in it. 
E) some people in the team may not be very well informed about the product.

Question 2

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

Accepted Answer

A) time and need concerns. 
B) source and product concerns. 
C) stalls. 
D) need and product concerns. 
E) time and product concerns. 
A) time and need concerns. 
B) source and product concerns. 
C) stalls. 
D) need and product concerns. 
E) time and product concerns.

Question 3

When your prospect has a concern with price,you should empathize with them and apologize for your price.

Accepted Answer

A) True 
 B)False

Question 4

List five common types of buyer concerns.

Accepted Answer

a.Concerns related to need for

Question 5

When a customer raises a valid concern that cannot be answered with a denial,the salesperson should consider using which of the following methods?

Accepted Answer

A) demonstrate the product 
B) discuss one or more superior benefits 
C) ask questions 
D) try a combination approach 
E) indirect denial 
A) demonstrate the product 
B) discuss one or more superior benefits 
C) ask questions 
D) try a combination approach 
E) indirect denial

Question 6

When Natalie uses the statement,"You want $2 000 for this computer and I only wanted to spend $1 000; how about $1 500?" This is an example of a:

Accepted Answer

A) let's split the difference tactic. 
B) take it or leave it tactic. 
C) budget limitation tactic. 
D) challenge tactic. 
E) direct tactic. 
A) let's split the difference tactic. 
B) take it or leave it tactic. 
C) budget limitation tactic. 
D) challenge tactic. 
E) direct tactic.

Question 7

Margo is selling Mr.Green a personal computer.He states,"I don't think I will ever learn how to operate this thing." Margo responds,"I understand how you feel,Mr.Green; many customers have felt this way; but they found they were able to master the PC." Margo used the ________ tactic.

Accepted Answer

A) indirect denial 
B) direct denial 
C) empathy 
D) questions 
E) soft side 
A) indirect denial 
B) direct denial 
C) empathy 
D) questions 
E) soft side

Question 8

When the customer says they are satisfied with their present product,an appropriate negotiating method to use would be direct denial.

Accepted Answer

A) True 
 B)False

Question 9

The best time to deal with price in a sales presentation is after you have reviewed product features and discussed the buyer benefits.

Accepted Answer

A) True 
 B)False

Question 10

Concerns related to the product are usually caused by all of the following except:

Accepted Answer

A) the product is not well established. 
B) the present product is satisfactory. 
C) the customer is brand loyal. 
D) the product has been given a low rating by the competition. 
E) friends or acquaintances did not like the product. 
A) the product is not well established. 
B) the present product is satisfactory. 
C) the customer is brand loyal. 
D) the product has been given a low rating by the competition. 
E) friends or acquaintances did not like the product.

Question 11

The negotiation process is influenced by cultural differences.

Accepted Answer

A) True 
 B)False

Question 12

Bob expresses his preference for a product but is concerned that the price is too high.The salesperson should:

Accepted Answer

A) give him a discount to make him a loyal customer. 
B) make a "take-it or leave-it" offer at the stated price. 
C) apologize for the price. 
D) point out the relationship between price and quality. 
E) offer him a cheaper product. 
A) give him a discount to make him a loyal customer. 
B) make a "take-it or leave-it" offer at the stated price. 
C) apologize for the price. 
D) point out the relationship between price and quality. 
E) offer him a cheaper product.

Question 13

Two concepts that are helpful to know at the negotiations phase are:

Accepted Answer

A) DBM and FBR 
B) BANTU and ZOLA 
C) FBR and BATNA 
D) BATNA and ZOPA 
E) FBR and ZOPA 
A) DBM and FBR 
B) BANTU and ZOLA 
C) FBR and BATNA 
D) BATNA and ZOPA 
E) FBR and ZOPA

Question 14

Zachary often gives a prospect an opportunity to try the product without making a purchase commitment.This is known as a:

Accepted Answer

A) demonstration. 
B) Ferris wheel close. 
C) trial offer. 
D) superior benefit. 
E) free use. 
A) demonstration. 
B) Ferris wheel close. 
C) trial offer. 
D) superior benefit. 
E) free use.

Question 15

Sincere need resistance is one of the great challenges that face a salesperson.

Accepted Answer

A) True 
 B)False

Question 16

Negotiating always leads to one party winning and the other party losing.

Accepted Answer

A) True 
 B)False

Question 17

Mutual satisfaction to the buyer and seller is the cornerstone of the win-win philosophy.

Accepted Answer

A) True 
 B)False

Question 18

In the negotiations process,offering an alternative solution to a buyer's concern is also referred to as:

Accepted Answer

A) reinforcing. 
B) logging. 
C) logrolling. 
D) logjamming. 
E) rebarring. 
A) reinforcing. 
B) logging. 
C) logrolling. 
D) logjamming. 
E) rebarring.

Question 19

The best strategy to overcome resistance arising from product concerns is:

Accepted Answer

A) focusing on superior benefits of your product. 
B) giving a price discount. 
C) explain how your price is lower than competitors price. 
D) establish your credibility through referrals. 
E) explain the advantages of making a purchase decision now. 
A) focusing on superior benefits of your product. 
B) giving a price discount. 
C) explain how your price is lower than competitors price. 
D) establish your credibility through referrals. 
E) explain the advantages of making a purchase decision now.

Question 20

An appropriate response to a "sell low now,make profit later" tactic is to:

Accepted Answer

A) walk away from the negotiations 
B) maintain the price for the present order but agree to discount future orders. 
C) unbundle the product features to reduce the price. 
D) discount the present order hoping the customer will give future orders. 
E) agree to split the difference in price. 
A) walk away from the negotiations 
B) maintain the price for the present order but agree to discount future orders. 
C) unbundle the product features to reduce the price. 
D) discount the present order hoping the customer will give future orders. 
E) agree to split the difference in price.

A challenge that comes about when negotiations are conducted by a buying team is:

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

When your prospect has a concern with price,you should empathize with them and apologize for your price.

List five common types of buyer concerns.

When a customer raises a valid concern that cannot be answered with a denial,the salesperson should consider using which of the following methods?

When Natalie uses the statement,"You want $2 000 for this computer and I only wanted to spend $1 000; how about $1 500?" This is an example of a:

Margo is selling Mr.Green a personal computer.He states,"I don't think I will ever learn how to operate this thing." Margo responds,"I understand how you feel,Mr.Green; many customers have felt this way; but they found they were able to master the PC." Margo used the ________ tactic.

When the customer says they are satisfied with their present product,an appropriate negotiating method to use would be direct denial.

The best time to deal with price in a sales presentation is after you have reviewed product features and discussed the buyer benefits.

Concerns related to the product are usually caused by all of the following except:

The negotiation process is influenced by cultural differences.

Bob expresses his preference for a product but is concerned that the price is too high.The salesperson should:

Two concepts that are helpful to know at the negotiations phase are:

Zachary often gives a prospect an opportunity to try the product without making a purchase commitment.This is known as a:

Sincere need resistance is one of the great challenges that face a salesperson.

Negotiating always leads to one party winning and the other party losing.

Mutual satisfaction to the buyer and seller is the cornerstone of the win-win philosophy.

In the negotiations process,offering an alternative solution to a buyer's concern is also referred to as:

The best strategy to overcome resistance arising from product concerns is:

An appropriate response to a "sell low now,make profit later" tactic is to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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

A challenge that comes about when negotiations are conducted by a buying team is:

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

When your prospect has a concern with price,you should empathize with them and apologize for your price.

List five common types of buyer concerns.

When a customer raises a valid concern that cannot be answered with a denial,the salesperson should consider using which of the following methods?

When Natalie uses the statement,"You want $2 000 for this computer and I only wanted to spend $1 000; how about $1 500?" This is an example of a:

Margo is selling Mr.Green a personal computer.He states,"I don't think I will ever learn how to operate this thing." Margo responds,"I understand how you feel,Mr.Green; many customers have felt this way; but they found they were able to master the PC." Margo used the ________ tactic.

When the customer says they are satisfied with their present product,an appropriate negotiating method to use would be direct denial.

The best time to deal with price in a sales presentation is after you have reviewed product features and discussed the buyer benefits.

Concerns related to the product are usually caused by all of the following except:

The negotiation process is influenced by cultural differences.

Bob expresses his preference for a product but is concerned that the price is too high.The salesperson should:

Two concepts that are helpful to know at the negotiations phase are:

Zachary often gives a prospect an opportunity to try the product without making a purchase commitment.This is known as a:

Sincere need resistance is one of the great challenges that face a salesperson.

Negotiating always leads to one party winning and the other party losing.

Mutual satisfaction to the buyer and seller is the cornerstone of the win-win philosophy.

In the negotiations process,offering an alternative solution to a buyer's concern is also referred to as:

The best strategy to overcome resistance arising from product concerns is:

An appropriate response to a "sell low now,make profit later" tactic is to:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement the Marketing Concept

Creating Value With a Relationship Strategy

Communication Styles: a Key to Adaptive Selling Today

Ethics: the Foundation for Relationships in Selling

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behaviour

Developing and Qualifying a Prospect Base

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