Question 1

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  False

Question 2

When a prospect has voiced an objection,it is most likely best for the salesperson to:

Accepted Answer

A) suggest postponing the negotiations 
B) divert attention to a product feature 
C) illustrate the product's high quality 
D) deny the accuracy of the objection 
E) clarify the true nature of the problem 
A) suggest postponing the negotiations 
B) divert attention to a product feature 
C) illustrate the product's high quality 
D) deny the accuracy of the objection 
E) clarify the true nature of the problem E

Question 3

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.

-Because Kelly is a tough negotiator,salespeople must be aware of how much flexibility they have in terms of price,specifications,and delivery schedules. Which of the following best helps a salesperson with determining the walk-away point when dealing with Kelly?

Accepted Answer

A) SWOT 
B) ZOPA 
C) ROI 
D) PLC 
E) CRM 
A) SWOT 
B) ZOPA 
C) ROI 
D) PLC 
E) CRM B

Question 4

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 long-term satisfaction 
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 long-term satisfaction

Question 5

A salesperson for a software company offers to let a customer do a"pilot"of the software in two locations for three months at no cost. What is another name for a pilot?

Accepted Answer

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

Question 6

The ________(BATN
A)is defined as"what alternative(s)will be acceptable to you if your negotiation does not succeed."

Accepted Answer

Best Alter

Question 7

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

Accepted Answer

A) True 
 B)False

Question 8

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

Accepted Answer

A) True 
 B)False

Question 9

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 10

A salesperson should most likely review the benefits of the product before making price concessions to a buyer who engages in ________ tactics.

Accepted Answer

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

Question 11

Which of the following is most likely a true statement about price?

Accepted Answer

A) Transactional buying at a low price involves a strategic relationship with the seller. 
B) Features and benefits are not always related to the price of a product. 
C) Lower prices are equivalent to lower costs and higher quality. 
D) The highest quality can never be obtained at the lowest price. 
E) Paying too much is typically worse than paying too little. 
A) Transactional buying at a low price involves a strategic relationship with the seller. 
B) Features and benefits are not always related to the price of a product. 
C) Lower prices are equivalent to lower costs and higher quality. 
D) The highest quality can never be obtained at the lowest price. 
E) Paying too much is typically worse than paying too little.

Question 12

Which tactic most likely involves making a price concession to the buyer?

Accepted Answer

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

Question 13

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is best for overcoming buyer skepticism?

Accepted Answer

A) defamation 
B) feel-felt-found 
C) third-party testimony 
D) indirect denial 
E) demonstration 
A) defamation 
B) feel-felt-found 
C) third-party testimony 
D) indirect denial 
E) demonstration

Question 14

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 often tells sellers that her budget will not allow her to pay the price they are asking. What is the most effective way a seller could counter that claim?

Accepted Answer

A) Offer to reduce the price through unbundling. 
B) Tell her to request a larger budget from her manager. 
C) Offer her the product for what she says she can spend. 
D) Ask to see proof of the limit of her budget. 
E) Convince her of the benefits of the product. 
A) Offer to reduce the price through unbundling. 
B) Tell her to request a larger budget from her manager. 
C) Offer her the product for what she says she can spend. 
D) Ask to see proof of the limit of her budget. 
E) Convince her of the benefits of the product.

Question 15

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 16

As part of negotiation skills training,the sales representatives learn about handling customer objections. A common customer objection regards the quality of produce and meat. How should a sales representative most likely address this objection?

Accepted Answer

A) Emphasize the firm's commitment to customer service after a sale. 
B) Offer a specific delivery time so restaurants know when to expect products. 
C) Engage in transactional selling methods to develop a strategic relationship. 
D) Offer a discount on the first years' orders to gain the buyer's trust. 
E) Deny that a quality problem exists by showing certifications from local farmers. 
A) Emphasize the firm's commitment to customer service after a sale. 
B) Offer a specific delivery time so restaurants know when to expect products. 
C) Engage in transactional selling methods to develop a strategic relationship. 
D) Offer a discount on the first years' orders to gain the buyer's trust. 
E) Deny that a quality problem exists by showing certifications from local farmers.

Question 17

Logrolling refers to:

Accepted Answer

A) selling customers new products 
B) expanding sales territories and shifting customers 
C) asking customers to pay full price in the short term 
D) offering an alternate solution to a negotiation problem 
E) increasing customer service to reach a win-win solution 
A) selling customers new products 
B) expanding sales territories and shifting customers 
C) asking customers to pay full price in the short term 
D) offering an alternate solution to a negotiation problem 
E) increasing customer service to reach a win-win solution

Question 18

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 19

The negotiation training stresses that sales representatives should avoid making 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) using the postponement method when asked about price 
C) timing the presentation to mention price last instead of first 
D) using the pricing sheet to create tiers of discounts 
E) targeting sales to buyers with less money 
A) positioning the product on quality instead of price 
B) using the postponement method when asked about price 
C) timing the presentation to mention price last instead of first 
D) using the pricing sheet to create tiers of discounts 
E) targeting sales to buyers with less money

Question 20

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

Accepted Answer

A) reservation value 
B) best alternative 
C) peak price point 
D) price objection 
E) zone of possible agreement 
A) reservation value 
B) best alternative 
C) peak price point 
D) price objection 
E) zone of possible agreement

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

When a prospect has voiced an objection,it is most likely best for the salesperson to:

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

A salesperson for a software company offers to let a customer do a"pilot"of the software in two locations for three months at no cost. What is another name for a pilot?

The ________(BATN A)is defined as"what alternative(s)will be acceptable to you if your negotiation does not succeed."

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

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

Which of the following would be an example of logrolling in this negotiation?

A salesperson should most likely review the benefits of the product before making price concessions to a buyer who engages in ________ tactics.

Which of the following is most likely a true statement about price?

Which tactic most likely involves making a price concession to the buyer?

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is best for overcoming buyer skepticism?

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

As part of negotiation skills training,the sales representatives learn about handling customer objections. A common customer objection regards the quality of produce and meat. How should a sales representative most likely address this objection?

Logrolling refers to:

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?

The negotiation training stresses that sales representatives should avoid making price the focal point of the presentation. This requires the sales representatives to refocus on:

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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

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

When a prospect has voiced an objection,it is most likely best for the salesperson to:

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

A salesperson for a software company offers to let a customer do a"pilot"of the software in two locations for three months at no cost. What is another name for a pilot?

The ________(BATN A)is defined as"what alternative(s)will be acceptable to you if your negotiation does not succeed."

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

Customers who perceive added value are less likely to choose a competing product simply on the basis of price.

Which of the following would be an example of logrolling in this negotiation?

A salesperson should most likely review the benefits of the product before making price concessions to a buyer who engages in ________ tactics.

Which of the following is most likely a true statement about price?

Which tactic most likely involves making a price concession to the buyer?

If you are familiar with your product as well as your competition's product,which method of negotiating buyer resistance is best for overcoming buyer skepticism?

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

As part of negotiation skills training,the sales representatives learn about handling customer objections. A common customer objection regards the quality of produce and meat. How should a sales representative most likely address this objection?

Logrolling refers to:

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?

The negotiation training stresses that sales representatives should avoid making price the focal point of the presentation. This requires the sales representatives to refocus on:

In negotiations,the walk-away point that represents the lowest offer a party would be willing to accept is known as the ________.

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Compliment the Marketing Concept

Ethics: The Foundation for Partnering Relationships That Create Value

Creating Value with a Relationship Strategy

Communication Styles: A Key to Adaptive Selling Today

Creating Product Solutions

Product-Selling Strategies That Add Value

The Buying Process and Buyer Behavior

Developing and Qualifying Prospects and Accounts

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