Question 1

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

Accepted Answer

A) time and product resistance 
B) need and product resistance 
C) price resistance 
D) time and need resistance 
E) need resistance 
A) time and product resistance 
B) need and product resistance 
C) price resistance 
D) time and need resistance 
E) need resistance

Question 2

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

Accepted Answer

A) True 
 B)False

Question 3

The "feel-felt-found" method is used in conjunction with which of the following?

Accepted Answer

A) indirect denial 
B) direct denial 
C) trial offer 
D) superior benefit 
E) demonstration 
A) indirect denial 
B) direct denial 
C) trial offer 
D) superior benefit 
E) demonstration

Question 4

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

Accepted Answer

A) True 
 B)False

Question 5

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

Accepted Answer

A) Work on recruiting internal champions to build more support for your message. 
B) Point out,in specific terms,the weak points of the competing product. 
C) Point out how dependence on just one supplier can be risky. 
D) Encourage the prospect to quit the present supplier. 
E) Undermine confidence in the current supplier by intimating that the company is having financial troubles. 
A) Work on recruiting internal champions to build more support for your message. 
B) Point out,in specific terms,the weak points of the competing product. 
C) Point out how dependence on just one supplier can be risky. 
D) Encourage the prospect to quit the present supplier. 
E) Undermine confidence in the current supplier by intimating that the company is having financial troubles.

Question 6

Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called:

Accepted Answer

A) negotiation 
B) agreement 
C) practice theory 
D) tactics 
E) strategy 
A) negotiation 
B) agreement 
C) practice theory 
D) tactics 
E) strategy

Question 7

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism?

Accepted Answer

A) defamation 
B) trial offer 
C) third-party testimony 
D) indirect denial 
E) demonstration 
A) defamation 
B) trial offer 
C) third-party testimony 
D) indirect denial 
E) demonstration

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

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

The "feel-felt-found" method is used in conjunction with which of the following?

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

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

Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called:

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism?

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

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

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

The "feel-felt-found" method is used in conjunction with which of the following?

Traditional selling principles stressed that the "we versus they" and the "win-win" were similar concepts for negotiating sales resistance.

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

Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called:

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is one of the most convincing ways to overcome buyer skepticism?

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