Question 1

Studies indicate that ________ can be an effective method of responding to buyer concerns.Neutral parties must be used.

Accepted Answer

A) third-party testimonials 
B) hat-in-the-hand closing 
C) demonstration 
D) questions 
E) trial offers 
A) third-party testimonials 
B) hat-in-the-hand closing 
C) demonstration 
D) questions 
E) trial offers

Question 2

James is not sure if a product will meet his requirements.Chin offers to give him the name of one of his customers who recently purchased the same product and is very satisfied with it.Chin is using the:

Accepted Answer

A) superior benefit method. 
B) felt-felt-found method. 
C) third-party testimonial approach. 
D) recommendation approach. 
E) question approach. 
A) superior benefit method. 
B) felt-felt-found method. 
C) third-party testimonial approach. 
D) recommendation approach. 
E) question approach.

Question 3

One way to empathize with the client's concerns and turn resistance into sales is to use the _______ strategy.

Accepted Answer

The answer of One way to empathize with the client's...

Question 4

The effective way to deal with a budget limitation tactic is to use the unbundling strategy to meet buyer's budget.

Accepted Answer

A) True 
 B)False

Question 5

An effective strategy to overcome the price objection is to use the __________ approach.

Accepted Answer

A) question 
B) feel-felt-found 
C) direct denial 
D) indirect denial 
E) stall 
A) question 
B) feel-felt-found 
C) direct denial 
D) indirect denial 
E) stall

Question 6

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,he/she is using the _______ method of negotiating buyer concerns.

Accepted Answer

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

Question 7

List some tactics that trained negotiators utilize during the negotiations process,and how salespeople should respond to those tactics.

Accepted Answer

a.The Budget Limitation tactic - offer t

Question 8

Buyers trained in price negotiation use all of the following tactics except:

Accepted Answer

A) take it or leave it. 
B) product compromise. 
C) explaining the difference between price and value. 
D) budget limitation. 
E) split the difference. 
A) take it or leave it. 
B) product compromise. 
C) explaining the difference between price and value. 
D) budget limitation. 
E) split the difference.

Question 9

When Ivan uses the statement,"My final offer is $3 300.If you're not happy with that,I'll have to buy from someone else." This is an example of a:

Accepted Answer

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

Question 10

Explain the purpose of a Negotiation worksheet?

Accepted Answer

The Negotiation worksheet help

Question 11

Ivana has been hired by the Zenith Company as a professional buyer because of her many negotiation tactics.When she says,"We like your proposal,but our budget is only $7 500," this is an example of a:

Accepted Answer

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

Question 12

One of the most common forms of buyer resistance and one of the most common excuses is:

Accepted Answer

A) concerns related to price. 
B) wanting to wait for the newest model to come out. 
C) loyalty to another firm. 
D) lack of recognition of need for the product. 
E) personality conflict with the salesperson. 
A) concerns related to price. 
B) wanting to wait for the newest model to come out. 
C) loyalty to another firm. 
D) lack of recognition of need for the product. 
E) personality conflict with the salesperson.

Question 13

Resistance related to time is also known as the ________ tactic.

Accepted Answer

A) immovable 
B) indecisive 
C) avoidance 
D) uncertainty 
E) stall 
A) immovable 
B) indecisive 
C) avoidance 
D) uncertainty 
E) stall

Question 14

When the customer says their friends or acquaintances did not like the product,an appropriate method to over come this concern would be:

Accepted Answer

A) direct denial 
B) indirect denial 
C) question method 
D) combination method 
E) superior benefit method 
A) direct denial 
B) indirect denial 
C) question method 
D) combination method 
E) superior benefit method

Question 15

An appropriate negotiation strategy when the customer is using the stall is:

Accepted Answer

A) question 
B) indirect denial 
C) direct denial 
D) demonstration 
E) postpone method 
A) question 
B) indirect denial 
C) direct denial 
D) demonstration 
E) postpone method

Question 16

A _______ is a benefit that will,in most cases,outweigh the customer's specific concern.

Accepted Answer

The answer of A _______ is a benefit that will,in...

Question 17

The walk-away point,the lowest offer a party is willing to accept is also referred to as the:

Accepted Answer

A) agreement value. 
B) negotiations zone. 
C) reservation zone. 
D) agreement zone. 
E) reservation value. 
A) agreement value. 
B) negotiations zone. 
C) reservation zone. 
D) agreement zone. 
E) reservation value.

Question 18

Direct denial may be appropriate when a customer's concern is based on misinformation.

Accepted Answer

A) True 
 B)False

Question 19

In the iceberg analogy,if price is the tip of the iceberg,what's below the surface?

Accepted Answer

A) quick delivery 
B) the manufacturer's cost 
C) customer demand 
D) customer price-sensitivity 
E) competitor prices 
A) quick delivery 
B) the manufacturer's cost 
C) customer demand 
D) customer price-sensitivity 
E) competitor prices

Question 20

It is a good strategy to build value at the front end of the sale,so that price becomes less of an issue later in the sales process.

Accepted Answer

A) True 
 B)False

Studies indicate that ________ can be an effective method of responding to buyer concerns.Neutral parties must be used.

James is not sure if a product will meet his requirements.Chin offers to give him the name of one of his customers who recently purchased the same product and is very satisfied with it.Chin is using the:

One way to empathize with the client's concerns and turn resistance into sales is to use the _______ strategy.

The effective way to deal with a budget limitation tactic is to use the unbundling strategy to meet buyer's budget.

An effective strategy to overcome the price objection is to use the __________ approach.

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,he/she is using the _______ method of negotiating buyer concerns.

List some tactics that trained negotiators utilize during the negotiations process,and how salespeople should respond to those tactics.

Buyers trained in price negotiation use all of the following tactics except:

When Ivan uses the statement,"My final offer is $3 300.If you're not happy with that,I'll have to buy from someone else." This is an example of a:

Explain the purpose of a Negotiation worksheet?

Ivana has been hired by the Zenith Company as a professional buyer because of her many negotiation tactics.When she says,"We like your proposal,but our budget is only $7 500," this is an example of a:

One of the most common forms of buyer resistance and one of the most common excuses is:

Resistance related to time is also known as the ________ tactic.

When the customer says their friends or acquaintances did not like the product,an appropriate method to over come this concern would be:

An appropriate negotiation strategy when the customer is using the stall is:

A _______ is a benefit that will,in most cases,outweigh the customer's specific concern.

The walk-away point,the lowest offer a party is willing to accept is also referred to as the:

Direct denial may be appropriate when a customer's concern is based on misinformation.

In the iceberg analogy,if price is the tip of the iceberg,what's below the surface?

It is a good strategy to build value at the front end of the sale,so that price becomes less of an issue later in the sales process.

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

Exam 13: Negotiating Buyer Concerns

Studies indicate that ________ can be an effective method of responding to buyer concerns.Neutral parties must be used.

James is not sure if a product will meet his requirements.Chin offers to give him the name of one of his customers who recently purchased the same product and is very satisfied with it.Chin is using the:

One way to empathize with the client's concerns and turn resistance into sales is to use the _______ strategy.

The effective way to deal with a budget limitation tactic is to use the unbundling strategy to meet buyer's budget.

An effective strategy to overcome the price objection is to use the __________ approach.

When a salesperson bends a little and acknowledges that the prospect is at least partially correct,he/she is using the _______ method of negotiating buyer concerns.

List some tactics that trained negotiators utilize during the negotiations process,and how salespeople should respond to those tactics.

Buyers trained in price negotiation use all of the following tactics except:

When Ivan uses the statement,"My final offer is $3 300.If you're not happy with that,I'll have to buy from someone else." This is an example of a:

Explain the purpose of a Negotiation worksheet?

Ivana has been hired by the Zenith Company as a professional buyer because of her many negotiation tactics.When she says,"We like your proposal,but our budget is only $7 500," this is an example of a:

One of the most common forms of buyer resistance and one of the most common excuses is:

Resistance related to time is also known as the ________ tactic.

When the customer says their friends or acquaintances did not like the product,an appropriate method to over come this concern would be:

An appropriate negotiation strategy when the customer is using the stall is:

A _______ is a benefit that will,in most cases,outweigh the customer's specific concern.

The walk-away point,the lowest offer a party is willing to accept is also referred to as the:

Direct denial may be appropriate when a customer's concern is based on misinformation.

In the iceberg analogy,if price is the tip of the iceberg,what's below the surface?

It is a good strategy to build value at the front end of the sale,so that price becomes less of an issue later in the sales process.

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