Question 1

A growing number of professional buyers have completed training in negotiation.

Accepted Answer

A) True 
 B)False

Question 2

Webster,a successful salesperson has learned to ________ in order to save time and prevent problems.

Accepted Answer

A) pre-order likely sales 
B) anticipate buyer resistance 
C) anticipate rejection 
D) expect success 
E) talk negatively about competition 
A) pre-order likely sales 
B) anticipate buyer resistance 
C) anticipate rejection 
D) expect success 
E) talk negatively about competition

Question 3

Negotiation can happen any time during the sales process.

Accepted Answer

A) True 
 B)False

Question 4

In negotiating there are only two outcomes,win-win and lose-lose.

Accepted Answer

A) True 
 B)False

Question 5

A risk free method of negotiating buying concern is:

Accepted Answer

A) third-party testimony. 
B) the superior benefit. 
C) direct denial. 
D) the demonstration method. 
E) the trial offer. 
A) third-party testimony. 
B) the superior benefit. 
C) direct denial. 
D) the demonstration method. 
E) the trial offer.

Question 6

Jennifer has just looked at some cars but she is not willing to pay more than $ 20,000 for the car with those particular features.The salesperson should:

Accepted Answer

A) remove some features and offer the car to meet Jennifer's budget. 
B) reduce the price of the car. 
C) tell Jennifer to look elsewhere. 
D) tell Jennifer about a competitor's car which will meet his budget. 
E) walk away from the sale. 
A) remove some features and offer the car to meet Jennifer's budget. 
B) reduce the price of the car. 
C) tell Jennifer to look elsewhere. 
D) tell Jennifer about a competitor's car which will meet his budget. 
E) walk away from the sale.

Question 7

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

Accepted Answer

A) Point out how dependence on just one supplier can be risky. 
B) Work on recruiting internal champions to build more support for your message. 
C) Point out,in specific terms,the weak points of the competing product. 
D) Tell them your product is better than competitions. 
E) Encourage the prospect to quit the present supplier. 
A) Point out how dependence on just one supplier can be risky. 
B) Work on recruiting internal champions to build more support for your message. 
C) Point out,in specific terms,the weak points of the competing product. 
D) Tell them your product is better than competitions. 
E) Encourage the prospect to quit the present supplier.

Question 8

What are some strategies to overcome price concerns?

Accepted Answer

a.Add value with a cluster of satisfacti

Question 9

One of the objectives of negotiation is:

Accepted Answer

A) to make the customers happy by letting them win in negotiation. 
B) to get more sales commissions. 
C) to get the lowest price for the customers. 
D) to build long-term relationship with the customers. 
E) to get the sale no matter how hard the customers are negotiating. 
A) to make the customers happy by letting them win in negotiation. 
B) to get more sales commissions. 
C) to get the lowest price for the customers. 
D) to build long-term relationship with the customers. 
E) to get the sale no matter how hard the customers are negotiating.

Question 10

The _______ method of negotiating buyer concerns is one of the most convincing ways to overcome buyer skepticism.

Accepted Answer

The answer of The _______ method of negotiating buyer concerns...

Question 11

The trial-offer strategy is quite effective to overcome the __________ objection.

Accepted Answer

A) product 
B) time 
C) place 
D) source 
E) stall 
A) product 
B) time 
C) place 
D) source 
E) stall

Question 12

If a customer says to a sales representative from Johnson Supply,"I've always purchased my supplies from the Ralston Company," this person is raising an objection to:

Accepted Answer

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

Question 13

Time based objection is also called a stall.

Accepted Answer

A) True 
 B)False

Question 14

When the customer says they are satisfied with their present product,appropriate method to over come this concern would be:

Accepted Answer

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

Question 15

A superior benefit is one that will usually outweigh the buyer's specific concern.

Accepted Answer

A) True 
 B)False

Question 16

________ represents the amount the buyer pays for a product as it is used over a period of time.

Accepted Answer

A) Opportunity cost 
B) Price 
C) Quantity 
D) Amount 
E) Cost 
A) Opportunity cost 
B) Price 
C) Quantity 
D) Amount 
E) Cost

Question 17

In the postpone method of negotiating buyer concerns,the strategy is to delay responding to the concern to a later point in the sales presentation.

Accepted Answer

A) True 
 B)False

Question 18

Jocelyn is selling kitchen ranges with lift tops,which provide easier cleaning.The Mugsy brand comes with a two year warranty.Melanie,her customer,insists that the range has a five year warranty.Jocelyn decides to show her a warranty card.Jocelyn has used:

Accepted Answer

A) one-upmanship method. 
B) indirect denial method. 
C) question method. 
D) direct denial method. 
E) demonstration method. 
A) one-upmanship method. 
B) indirect denial method. 
C) question method. 
D) direct denial method. 
E) demonstration method.

Question 19

The best strategy to overcome need resistance is to:

Accepted Answer

A) explain the advantages of making a decision now. 
B) explain how your product is superior to competitor's products. 
C) show how your product is a good investment. 
D) give a price discount. 
E) establish credibility through referrals. 
A) explain the advantages of making a decision now. 
B) explain how your product is superior to competitor's products. 
C) show how your product is a good investment. 
D) give a price discount. 
E) establish credibility through referrals.

Question 20

Which of the following is an acceptable method of negotiating a buyer's price concerns?

Accepted Answer

A) Make price the focal point of your presentation 
B) Offer a lower priced alternative. 
C) Focus your comments on an individual product feature. 
D) Explain the difference between price and cost. 
E) Apologize for the higher price. 
A) Make price the focal point of your presentation 
B) Offer a lower priced alternative. 
C) Focus your comments on an individual product feature. 
D) Explain the difference between price and cost. 
E) Apologize for the higher price.

A growing number of professional buyers have completed training in negotiation.

Webster,a successful salesperson has learned to ________ in order to save time and prevent problems.

Negotiation can happen any time during the sales process.

In negotiating there are only two outcomes,win-win and lose-lose.

A risk free method of negotiating buying concern is:

Jennifer has just looked at some cars but she is not willing to pay more than $ 20,000 for the car with those particular features.The salesperson should:

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

What are some strategies to overcome price concerns?

One of the objectives of negotiation is:

The _______ method of negotiating buyer concerns is one of the most convincing ways to overcome buyer skepticism.

The trial-offer strategy is quite effective to overcome the __________ objection.

If a customer says to a sales representative from Johnson Supply,"I've always purchased my supplies from the Ralston Company," this person is raising an objection to:

Time based objection is also called a stall.

When the customer says they are satisfied with their present product,appropriate method to over come this concern would be:

A superior benefit is one that will usually outweigh the buyer's specific concern.

________ represents the amount the buyer pays for a product as it is used over a period of time.

In the postpone method of negotiating buyer concerns,the strategy is to delay responding to the concern to a later point in the sales presentation.

Jocelyn is selling kitchen ranges with lift tops,which provide easier cleaning.The Mugsy brand comes with a two year warranty.Melanie,her customer,insists that the range has a five year warranty.Jocelyn decides to show her a warranty card.Jocelyn has used:

The best strategy to overcome need resistance is to:

Which of the following is an acceptable method of negotiating a buyer's price concerns?

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

A growing number of professional buyers have completed training in negotiation.

Webster,a successful salesperson has learned to ________ in order to save time and prevent problems.

Negotiation can happen any time during the sales process.

In negotiating there are only two outcomes,win-win and lose-lose.

A risk free method of negotiating buying concern is:

Jennifer has just looked at some cars but she is not willing to pay more than $ 20,000 for the car with those particular features.The salesperson should:

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

What are some strategies to overcome price concerns?

One of the objectives of negotiation is:

The _______ method of negotiating buyer concerns is one of the most convincing ways to overcome buyer skepticism.

The trial-offer strategy is quite effective to overcome the __________ objection.

If a customer says to a sales representative from Johnson Supply,"I've always purchased my supplies from the Ralston Company," this person is raising an objection to:

Time based objection is also called a stall.

When the customer says they are satisfied with their present product,appropriate method to over come this concern would be:

A superior benefit is one that will usually outweigh the buyer's specific concern.

________ represents the amount the buyer pays for a product as it is used over a period of time.

In the postpone method of negotiating buyer concerns,the strategy is to delay responding to the concern to a later point in the sales presentation.

Jocelyn is selling kitchen ranges with lift tops,which provide easier cleaning.The Mugsy brand comes with a two year warranty.Melanie,her customer,insists that the range has a five year warranty.Jocelyn decides to show her a warranty card.Jocelyn has used:

The best strategy to overcome need resistance is to:

Which of the following is an acceptable method of negotiating a buyer's price concerns?

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