Question 1

The ________ method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism.

Accepted Answer

demonstration

Question 2

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

Accepted Answer

A) True 
 B)False  True

Question 3

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

trial offer

Question 4

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.
-When Kelly sees value in a product but does not want to pay the offered price,she often offers to split the difference between what she wants to pay and what the seller wants.Which of the following would be most likely to stall the negotiations with Kelly?

Accepted Answer

A) accepting the offer to split the difference 
B) making another pricing counteroffer 
C) offering better delivery and payment terms if she matches the asked price 
D) standing firm on price but offering a discount for the second order 
A) accepting the offer to split the difference 
B) making another pricing counteroffer 
C) offering better delivery and payment terms if she matches the asked price 
D) standing firm on price but offering a discount for the second order

Question 5

Indirect denial is often more effective in combatting prospect concerns than direct denial is because:

Accepted Answer

A) indirect denial is a technique that needs to be practiced 
B) indirect denial sounds more positive than direct denial does 
C) indirect denial uses transition words such as "but" and "however" 
D) direct denial resolves the issue conclusively 
E) direct denial provides no out for the customer 
A) indirect denial is a technique that needs to be practiced 
B) indirect denial sounds more positive than direct denial does 
C) indirect denial uses transition words such as "but" and "however" 
D) direct denial resolves the issue conclusively 
E) direct denial provides no out for the customer

Question 6

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...

Question 7

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.
-During the negotiations,it became apparent that the buyer had not understood the delivery schedule correctly.This made it:

Accepted Answer

A) more difficult,as the sales team clearly cannot communicate details effectively 
B) more difficult,as the sales team must start the whole negotiating process again from scratch 
C) more difficult,as the buyer was not capable of understanding the terms 
D) easier,as the buyer gave in to the seller as an apology for misunderstanding 
E) easier,as the sales team needed to clarify,not negotiate,that issue 
A) more difficult,as the sales team clearly cannot communicate details effectively 
B) more difficult,as the sales team must start the whole negotiating process again from scratch 
C) more difficult,as the buyer was not capable of understanding the terms 
D) easier,as the buyer gave in to the seller as an apology for misunderstanding 
E) easier,as the sales team needed to clarify,not negotiate,that issue

Question 8

Logrolling refers to:

Accepted Answer

A) selling customers products they have never purchased before from your company 
B) shifting customers form one salesperson to another to resolve personality conflicts 
C) asking customers to pay full price for the first year in exchange for lowered prices in future years 
D) an extremely alternate solution to a negotiation problem 
E) an increased sales volume on an old product when a newer product is released to the market at a slightly higher price 
A) selling customers products they have never purchased before from your company 
B) shifting customers form one salesperson to another to resolve personality conflicts 
C) asking customers to pay full price for the first year in exchange for lowered prices in future years 
D) an extremely alternate solution to a negotiation problem 
E) an increased sales volume on an old product when a newer product is released to the market at a slightly higher price

Question 9

Salespeople can deal with all of the notes they take on sales calls and other negotiations most effectively by:

Accepted Answer

A) entering the notes into a searchable CRM system 
B) putting the notes into folders,one for each account 
C) copying the notes and putting them into a three-ring binder 
D) scanning the notes in to a computer and saving them as PDF files 
E) giving them to support staff to organize and archive 
A) entering the notes into a searchable CRM system 
B) putting the notes into folders,one for each account 
C) copying the notes and putting them into a three-ring binder 
D) scanning the notes in to a computer and saving them as PDF files 
E) giving them to support staff to organize and archive

Question 10

The direct-denial method of negotiating objections is a very common approach used in the field of selling.

Accepted Answer

A) True 
 B)False

Question 11

Buyers trained in price negotiation use which of the following tactics?

Accepted Answer

A) product compromise 
B) sixty-forty 
C) budget limitation 
D) cards on the table 
E) maybe...if 
A) product compromise 
B) sixty-forty 
C) budget limitation 
D) cards on the table 
E) maybe...if

Question 12

List five common types of buyer concerns.

Accepted Answer

1.Concerns related to need for

Question 13

If a customer responds to a sales presentation by saying,"I'm already overstocked," it would be appropriate to ask the prospect to accept a token shipment on a consignment basis.

Accepted Answer

A) True 
 B)False

Question 14

The sales staff at the Renaissance Esmeralda Resort and Spa,located in a desert area of California,find it very difficult to work with a prospect who is seeking a "water destination."

Accepted Answer

A) True 
 B)False

Question 15

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.
-Kelly has learned not to threaten to go with another supplier unless she is happy to do so.A seller who does not know this is in danger of:

Accepted Answer

A) offering Kelly advantageous terms the other supplier can't match 
B) losing the deal by attempting to call Kelly's bluff 
C) matching her price and closing the deal 
D) lowering the price too much and losing the deal 
E) undercutting the other supplier and winning the deal 
A) offering Kelly advantageous terms the other supplier can't match 
B) losing the deal by attempting to call Kelly's bluff 
C) matching her price and closing the deal 
D) lowering the price too much and losing the deal 
E) undercutting the other supplier and winning the deal

Question 16

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

Accepted Answer

A) True 
 B)False

Question 17

When people say,"Your price is too high," they probably mean,"You haven't sold me yet."

Accepted Answer

A) True 
 B)False

Question 18

When your customer says,"I would rather not tie up my money in a large order," the resistance falls into which category?

Accepted Answer

A) time 
B) product 
C) price 
D) source 
E) process 
A) time 
B) product 
C) price 
D) source 
E) process

Question 19

The foundation for win-win negotiations is a relationship with the customer built on trust and rapport.

Accepted Answer

A) True 
 B)False

Question 20

Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?

Accepted Answer

A) budget limitation tactic 
B) take-it-or-leave-it tactic 
C) let-us-split-the-difference tactic 
D) "if...then" tactic 
E) "sell low now,make profits later" tactic 
A) budget limitation tactic 
B) take-it-or-leave-it tactic 
C) let-us-split-the-difference tactic 
D) "if...then" tactic 
E) "sell low now,make profits later" tactic

The ________ method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism.

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

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

Indirect denial is often more effective in combatting prospect concerns than direct denial is because:

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

Logrolling refers to:

Salespeople can deal with all of the notes they take on sales calls and other negotiations most effectively by:

The direct-denial method of negotiating objections is a very common approach used in the field of selling.

Buyers trained in price negotiation use which of the following tactics?

List five common types of buyer concerns.

If a customer responds to a sales presentation by saying,"I'm already overstocked," it would be appropriate to ask the prospect to accept a token shipment on a consignment basis.

The sales staff at the Renaissance Esmeralda Resort and Spa,located in a desert area of California,find it very difficult to work with a prospect who is seeking a "water destination."

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

When people say,"Your price is too high," they probably mean,"You haven't sold me yet."

When your customer says,"I would rather not tie up my money in a large order," the resistance falls into which category?

The foundation for win-win negotiations is a relationship with the customer built on trust and rapport.

Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

The ________ method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism.

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

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

Indirect denial is often more effective in combatting prospect concerns than direct denial is because:

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

Logrolling refers to:

Salespeople can deal with all of the notes they take on sales calls and other negotiations most effectively by:

The direct-denial method of negotiating objections is a very common approach used in the field of selling.

Buyers trained in price negotiation use which of the following tactics?

List five common types of buyer concerns.

If a customer responds to a sales presentation by saying,"I'm already overstocked," it would be appropriate to ask the prospect to accept a token shipment on a consignment basis.

The sales staff at the Renaissance Esmeralda Resort and Spa,located in a desert area of California,find it very difficult to work with a prospect who is seeking a "water destination."

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

When people say,"Your price is too high," they probably mean,"You haven't sold me yet."

When your customer says,"I would rather not tie up my money in a large order," the resistance falls into which category?

The foundation for win-win negotiations is a relationship with the customer built on trust and rapport.

Reducing the price by unbundling some items is an effective technique a salesperson can use with a buyer who uses which of the following tactics?

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment 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 Behavior

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 Demonstration

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

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

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