Question 1

Which of the following is true with respect to negotiations in foreign cultures?

Accepted Answer

A)  Different cultural expectations can cause miscommunication. 
B)  It is sometimes advisable to become antagonistic during negotiations. 
C)  Business rituals are largely the same across cultures. 
D)  German buyers are unlikely to look you in the eye. 
E)  In China, negotiations are less straightforward than in Japan. 
A)  Different cultural expectations can cause miscommunication. 
B)  It is sometimes advisable to become antagonistic during negotiations. 
C)  Business rituals are largely the same across cultures. 
D)  German buyers are unlikely to look you in the eye. 
E)  In China, negotiations are less straightforward than in Japan. A

Question 2

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 3

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

Accepted Answer

found

Question 4

List five common types of buyer concerns.

Accepted Answer

1.Concerns related to need for

Question 5

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, giving larger discounts than they should, and giving away too many "freebies" to clients.
-A salesperson who goes into a negotiation process without any preparation is likely either to lose the sale or to:

Accepted Answer

A)  make concessions to the buyer too quickly 
B)  create a win-win solution for both parties 
C)  sell a product that lacks superior benefits 
D)  give the prospect too much information 
E)  promote the competition's product 
A)  make concessions to the buyer too quickly 
B)  create a win-win solution for both parties 
C)  sell a product that lacks superior benefits 
D)  give the prospect too much information 
E)  promote the competition's product

Question 6

Determining your BATNA and ZOPA will help you in negotiations because:

Accepted Answer

A)  the process will be delayed and you may be able to wear the buyer down 
B)  you will have a leg up on buyers, who are restricted from performing these assessments 
C)  you will only make the sale if your BATNA determination matches your buyer's exactly 
D)  they determine the best fair price for a product based on economies of scale in production 
E)  they tell you what you will be willing to accept before you walk away from the negotiation 
A)  the process will be delayed and you may be able to wear the buyer down 
B)  you will have a leg up on buyers, who are restricted from performing these assessments 
C)  you will only make the sale if your BATNA determination matches your buyer's exactly 
D)  they determine the best fair price for a product based on economies of scale in production 
E)  they tell you what you will be willing to accept before you walk away from the negotiation

Question 7

If you believe in your product and understand its unique features,then preparing for price resistance is unnecessary.

Accepted Answer

A) True 
 B)False

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, giving larger discounts than they should, and giving away too many "freebies" to clients.
-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 9

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

Question 10

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

Accepted Answer

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

Question 11

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

Accepted Answer

The answer of A(n)________ is a benefit that will,in most...

Question 12

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

Accepted Answer

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

Question 13

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 most likely made the situation:

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 
C)  more difficult, as the buyer was not capable of agreeing to the complex terms 
D)  easier, as the buyer gave in to the seller with an apology for misunderstanding 
E)  easier, as the sales team needed to clarify details instead of renegotiate 
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 
C)  more difficult, as the buyer was not capable of agreeing to the complex terms 
D)  easier, as the buyer gave in to the seller with an apology for misunderstanding 
E)  easier, as the sales team needed to clarify details instead of renegotiate

Question 14

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, 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 15

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.
-The negotiations are stalled until Karyn's team discovers that the buyers are concerned about the costs of training laboratory employees to use the new microscope.What response would most likely move the negotiations forward?

Accepted Answer

A)  The sales team offers to demonstrate the microscope to the lab supervisors. 
B)  The sales team provides testimonials on the efficacy of the microscope. 
C)  The sales team ignores the concern and offers expedited delivery instead. 
D)  The sales team offers discounted training from the firm's implementation team. 
E)  The sales team assures the buyers that the microscope is easy to use. 
A)  The sales team offers to demonstrate the microscope to the lab supervisors. 
B)  The sales team provides testimonials on the efficacy of the microscope. 
C)  The sales team ignores the concern and offers expedited delivery instead. 
D)  The sales team offers discounted training from the firm's implementation team. 
E)  The sales team assures the buyers that the microscope is easy to use.

Question 16

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 17

According to the text,you usually get what you deserve,no matter how you negotiate.

Accepted Answer

A) True 
 B)False

Question 18

Sales resistance is a natural response that tends to provide the salesperson with valuable information about the consumer.

Accepted Answer

A) True 
 B)False

Question 19

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, giving larger discounts than they should, and giving away too many "freebies" to clients.
-The sales director could most likely help the sales representatives to understand the firm's financial objectives by clarifying:

Accepted Answer

A)  cold calling methods 
B)  trial close techniques 
C)  reservation values 
D)  logrolling rules 
E)  unbundling tools 
A)  cold calling methods 
B)  trial close techniques 
C)  reservation values 
D)  logrolling rules 
E)  unbundling tools

Question 20

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

Which of the following is true with respect to negotiations in foreign cultures?

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

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

List five common types of buyer concerns.

Determining your BATNA and ZOPA will help you in negotiations because:

If you believe in your product and understand its unique features,then preparing for price resistance is unnecessary.

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?

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

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

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

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

According to the text,you usually get what you deserve,no matter how you negotiate.

Sales resistance is a natural response that tends to provide the salesperson with valuable information about the consumer.

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

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

Which of the following is true with respect to negotiations in foreign cultures?

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

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

List five common types of buyer concerns.

Determining your BATNA and ZOPA will help you in negotiations because:

If you believe in your product and understand its unique features,then preparing for price resistance is unnecessary.

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?

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

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

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

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

According to the text,you usually get what you deserve,no matter how you negotiate.

Sales resistance is a natural response that tends to provide the salesperson with valuable information about the consumer.

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

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