Question 1

Research shows that a neutral third party's testimony tends to provide a weak argument when answering a customer's concern.

Accepted Answer

A) True 
 B)False

Question 2

The sales director of a food supply house to restaurants has been analyzing sales for the past two years,and has discovered that sales representatives have been losing sales and giving larger discounts than they should,and giving away too many "freebies" to clients.
-As part of the training in negotiations the sales representatives are being asked to take as a result of the analysis,the sales representatives learn to make a chart listing possible objections the client may make with how to overcome them.One objection many salespeople have received is about produce and meat quality.What is one way a sales representative could plan to address this objection?

Accepted Answer

A) Discuss the special fleet of refrigerated trucks the supplier has to keep deliveries fresh. 
B) Offer a firm delivery time so receivers at the restaurants do not have to wait for the deliveries. 
C) Tell the buyer that if they can't trust each other,they shouldn't do business together. 
D) Offer a discount on the first years' orders to gain the buyer's trust. 
E) Show the buyers source certifications from the farmers that provide the produce and meat. 
A) Discuss the special fleet of refrigerated trucks the supplier has to keep deliveries fresh. 
B) Offer a firm delivery time so receivers at the restaurants do not have to wait for the deliveries. 
C) Tell the buyer that if they can't trust each other,they shouldn't do business together. 
D) Offer a discount on the first years' orders to gain the buyer's trust. 
E) Show the buyers source certifications from the farmers that provide the produce and meat.

Question 3

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.
-Karyn's team has already uncovered the lab's needs during the consultative questioning stage of the presentation.Which of the following is true?

Accepted Answer

A) The team should practice debating features and benefits before the negotiation. 
B) The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation. 
C) The team has already missed their best window of opportunity for negotiations. 
D) The team should be more aggressive about offering discounts to achieve a fast close. 
E) The team is more prepared than they need to be for the negotiation process. 
A) The team should practice debating features and benefits before the negotiation. 
B) The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation. 
C) The team has already missed their best window of opportunity for negotiations. 
D) The team should be more aggressive about offering discounts to achieve a fast close. 
E) The team is more prepared than they need to be for the negotiation process.

Question 4

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Accepted Answer

A) True 
 B)False

Question 5

Cost represents the:

Accepted Answer

A) relationship between price and amortization 
B) initial amount the buyer pays for the product 
C) amount the buyer pays for a product as it is used over a period of time 
D) true value of the product in non-financial terms 
E) buyer's contribution to the negotiations 
A) relationship between price and amortization 
B) initial amount the buyer pays for the product 
C) amount the buyer pays for a product as it is used over a period of time 
D) true value of the product in non-financial terms 
E) buyer's contribution to the negotiations

Question 6

The salesperson may find which of the following tactics used by a buyer a fair deal?

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

Question 7

Resistance to the product is usually caused by:

Accepted Answer

A) the salesperson is not familiar to the buyer 
B) the present product is satisfactory 
C) friends and acquaintances liked the product 
D) the product has not been discussed by the competition 
E) the price is matched with that of competing products 
A) the salesperson is not familiar to the buyer 
B) the present product is satisfactory 
C) friends and acquaintances liked the product 
D) the product has not been discussed by the competition 
E) the price is matched with that of competing products

Question 8

The sales director of a food supply house to restaurants has been analyzing sales for the past two years,and has discovered that sales representatives have been losing sales and giving larger discounts than they should,and giving away too many "freebies" to clients.
-One thing the negotiation training emphasizes is not to make price the focal point of the presentation.This requires the sales representatives to refocus on:

Accepted Answer

A) positioning the product on quality instead of price 
B) practicing saying "I'll have to get back to you on that" when asked about price 
C) timing the presentation to mention price last instead of first 
D) the pricing sheet to create tiers of discounts 
E) their target market to buyers with less money 
A) positioning the product on quality instead of price 
B) practicing saying "I'll have to get back to you on that" when asked about price 
C) timing the presentation to mention price last instead of first 
D) the pricing sheet to create tiers of discounts 
E) their target market to buyers with less money

Question 9

The iceberg metaphor shows that many customers try to negotiate on price because:

Accepted Answer

A) price is often inflated to attempt to maximize profits for the company 
B) price is the most easily quantifiable characteristic of any product 
C) they were trained to negotiate on price and price alone 
D) they feel that they are not fulfilling their duties as buyers if they do not attempt to get lower prices 
E) they do not realize that other factors,such as service and terms,can be more important to satisfaction in the long-haul 
A) price is often inflated to attempt to maximize profits for the company 
B) price is the most easily quantifiable characteristic of any product 
C) they were trained to negotiate on price and price alone 
D) they feel that they are not fulfilling their duties as buyers if they do not attempt to get lower prices 
E) they do not realize that other factors,such as service and terms,can be more important to satisfaction in the long-haul

Question 10

Balance of power is the issue a salesperson must take into consideration when deciding how to respond to 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

Question 11

The sales director of a food supply house to restaurants has been analyzing sales for the past two years,and has discovered that sales representatives have been losing sales and giving larger discounts than they should,and giving away too many "freebies" to clients.
-What area of the sales process are the sales representatives weak in,according to the results of the sales director's analysis?

Accepted Answer

A) price calculations 
B) negotiation skills 
C) presentation skills 
D) rapport building 
E) showmanship 
A) price calculations 
B) negotiation skills 
C) presentation skills 
D) rapport building 
E) showmanship

Question 12

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?

Accepted Answer

A) The sales team gives the buyer a lower price than in the initial proposal. 
B) The sales team creates a whole new proposal with different terms and pricing. 
C) The sales team offers the buyer an advantageous payment schedule. 
D) The sales team holds firm on the original price. 
E) The buyers pit two sellers against each other. 
A) The sales team gives the buyer a lower price than in the initial proposal. 
B) The sales team creates a whole new proposal with different terms and pricing. 
C) The sales team offers the buyer an advantageous payment schedule. 
D) The sales team holds firm on the original price. 
E) The buyers pit two sellers against each other.

Question 13

The difference between a misunderstanding and a disagreement is that:

Accepted Answer

A) a misunderstanding and a disagreement are essentially the same thing,and any differences are largely semantic 
B) a misunderstanding is a failure to agree even when both sides understand each other,while a disagreement is a failure to accurately understand the other person's point 
C) a misunderstanding is a failure to accurately understand the other person's point,while a disagreement is a failure to agree even when both sides understand each other 
D) a misunderstanding compounds a disagreement by adding another level of complication,such as communication style or language barrier 
E) a misunderstanding is a less severe form of a disagreement 
A) a misunderstanding and a disagreement are essentially the same thing,and any differences are largely semantic 
B) a misunderstanding is a failure to agree even when both sides understand each other,while a disagreement is a failure to accurately understand the other person's point 
C) a misunderstanding is a failure to accurately understand the other person's point,while a disagreement is a failure to agree even when both sides understand each other 
D) a misunderstanding compounds a disagreement by adding another level of complication,such as communication style or language barrier 
E) a misunderstanding is a less severe form of a disagreement

Question 14

When a prospect has finished voicing an objection,it is a good idea for the salesperson to:

Accepted Answer

A) suggest postponing the negotiations 
B) divert attention to a product feature 
C) point out the relationship between price and quality 
D) agree that the objection is true and accurate 
E) be certain both parties are clear about the true nature of the problem 
A) suggest postponing the negotiations 
B) divert attention to a product feature 
C) point out the relationship between price and quality 
D) agree that the objection is true and accurate 
E) be certain both parties are clear about the true nature of the problem

Question 15

A salesperson should consider reviewing the benefits of the product before making price concessions to a buyer who engages in 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

Question 16

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?

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

Question 17

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

Accepted Answer

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

Question 18

If a company uses a low-price strategy,the company may need to consider which of the following to be able to make effective price concessions?

Accepted Answer

A) selling at the cost of manufacturing the product 
B) eliminating features that contribute to a higher price 
C) increasing the number of features of the product 
D) matching competitors' prices 
E) changing branding 
A) selling at the cost of manufacturing the product 
B) eliminating features that contribute to a higher price 
C) increasing the number of features of the product 
D) matching competitors' prices 
E) changing branding

Question 19

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

Accepted Answer

A) questions 
B) the back-pedal 
C) a pricing approach 
D) beginning the presentation again 
E) compare the product to the competition 
A) questions 
B) the back-pedal 
C) a pricing approach 
D) beginning the presentation again 
E) compare the product to the competition

Question 20

One way to empathize with the client's objection and turn objections into sales is to use the "feel-felt- ________" strategy.

Accepted Answer

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

Research shows that a neutral third party's testimony tends to provide a weak argument when answering a customer's concern.

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Cost represents the:

The salesperson may find which of the following tactics used by a buyer a fair deal?

Resistance to the product is usually caused by:

The iceberg metaphor shows that many customers try to negotiate on price because:

Balance of power is the issue a salesperson must take into consideration when deciding how to respond to which of the following tactics?

The difference between a misunderstanding and a disagreement is that:

When a prospect has finished voicing an objection,it is a good idea for the salesperson to:

A salesperson should consider reviewing the benefits of the product before making price concessions to a buyer who engages in which of the following tactics?

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?

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

If a company uses a low-price strategy,the company may need to consider which of the following to be able to make effective price concessions?

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

One way to empathize with the client's objection and turn objections into sales is to use the "feel-felt- ________" strategy.

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

Research shows that a neutral third party's testimony tends to provide a weak argument when answering a customer's concern.

Negotiation is defined as "working to reach an agreement that is satisfactory to either the buyer or the seller."

Cost represents the:

The salesperson may find which of the following tactics used by a buyer a fair deal?

Resistance to the product is usually caused by:

The iceberg metaphor shows that many customers try to negotiate on price because:

Balance of power is the issue a salesperson must take into consideration when deciding how to respond to which of the following tactics?

The difference between a misunderstanding and a disagreement is that:

When a prospect has finished voicing an objection,it is a good idea for the salesperson to:

A salesperson should consider reviewing the benefits of the product before making price concessions to a buyer who engages in which of the following tactics?

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?

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

If a company uses a low-price strategy,the company may need to consider which of the following to be able to make effective price concessions?

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

One way to empathize with the client's objection and turn objections into sales is to use the "feel-felt- ________" strategy.

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

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