Question 1

The third-party testimony can be effective at overcoming the _________ objection.

Accepted Answer

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

Question 2

A win-win situation is when the buyer is in total agreement about everything the salesperson is saying and has no buyer concerns.

Accepted Answer

A) True 
 B)False  False

Question 3

A professional buyer says,"My final offer is $9500,take it or leave it." A good way to cope with this type of resistance is to:

Accepted Answer

A) walk away from the table,but call again in about a week with the same offer. 
B) lower your price,but make sure the sale still results in a profit for your company. 
C) make a counteroffer that is about 10 percent under your first price quote. 
D) review the benefits of buying from your company. 
E) confidently review the superior benefits of your product and make another closing attempt. 
A) walk away from the table,but call again in about a week with the same offer. 
B) lower your price,but make sure the sale still results in a profit for your company. 
C) make a counteroffer that is about 10 percent under your first price quote. 
D) review the benefits of buying from your company. 
E) confidently review the superior benefits of your product and make another closing attempt. E

Question 4

An important aspect of the negotiation process is discovering how the customer defines value.

Accepted Answer

A) True 
 B)False

Question 5

In strategic alliance or partnership type of business relationships the negotiation stage:

Accepted Answer

A) can extend over weeks,months or even years. 
B) can become very awkward for the seller. 
C) is very short,that is,resolved in a day or two. 
D) does not arise because the buyer and seller are always on the same page. 
E) needs third-party mediators to handle this delicate process so that neither party is offended. 
A) can extend over weeks,months or even years. 
B) can become very awkward for the seller. 
C) is very short,that is,resolved in a day or two. 
D) does not arise because the buyer and seller are always on the same page. 
E) needs third-party mediators to handle this delicate process so that neither party is offended.

Question 6

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

Accepted Answer

The answer of The _______ method of negotiating concerns is...

Question 7

While price is one of the most common buyer concerns,it is also one of the most common excuses customers use when they do not want to buy.

Accepted Answer

A) True 
 B)False

Question 8

Which of the following would be appropriate as part of strategically planning for the negotiation of buyer concerns?

Accepted Answer

A) offer a low price. 
B) prepare to bargain aggressively with the customers. 
C) anticipate buyer concerns. 
D) prepare a presentation which has negative comments about the competition. 
E) plan to make concessions to secure the sale. 
A) offer a low price. 
B) prepare to bargain aggressively with the customers. 
C) anticipate buyer concerns. 
D) prepare a presentation which has negative comments about the competition. 
E) plan to make concessions to secure the sale.

Question 9

When the customer says that the product is not well established,an appropriate method to over come this concern would be:

Accepted Answer

A) third-party testimony 
B) indirect denial method 
C) combination method 
D) superior benefit method 
E) direct denial method 
A) third-party testimony 
B) indirect denial method 
C) combination method 
D) superior benefit method 
E) direct denial method

Question 10

If you are familiar with your product as well as your competitions product,this method of negotiating buyer concern is one of the most convincing ways to overcome buyer skepticism.

Accepted Answer

A) indirect denial 
B) trial offer 
C) demonstration 
D) third-party testimony 
E) competitive product bashing 
A) indirect denial 
B) trial offer 
C) demonstration 
D) third-party testimony 
E) competitive product bashing

Question 11

If a customer is reluctant to buy because the product is not well established,a good strategy to overcome this concern is to:

Accepted Answer

A) demonstrate the product. 
B) use testimonials of satisfied customers. 
C) use direct denial. 
D) use indirect denial. 
E) reduce the price. 
A) demonstrate the product. 
B) use testimonials of satisfied customers. 
C) use direct denial. 
D) use indirect denial. 
E) reduce the price.

Question 12

The postpone method is the same thing as the stall.

Accepted Answer

A) True 
 B)False

Question 13

The riskiest method of negotiating buyer concern is:

Accepted Answer

A) the trial offer approach. 
B) the split-the-difference approach. 
C) the direct denial approach. 
D) the demonstration approach. 
E) the testimonials approach. 
A) the trial offer approach. 
B) the split-the-difference approach. 
C) the direct denial approach. 
D) the demonstration approach. 
E) the testimonials approach.

Question 14

When a customer raises concerns that you would prefer to respond to later in the presentation,an appropriate method would be:

Accepted Answer

A) stall method 
B) question method 
C) combination method 
D) trial offer method 
E) postpone method 
A) stall method 
B) question method 
C) combination method 
D) trial offer method 
E) postpone method

Question 15

Explain why negotiation should be a win-win outcome.

Accepted Answer

Negotiation involves "working to reach a

Question 16

There are generally five categories of buyer concerns.

Accepted Answer

A) True 
 B)False

Question 17

Shane realizes that price should not be the focal point in a sale.He feels the best time to bring up the issue of price is:

Accepted Answer

A) after the customer has initiated it. 
B) after the customer has raised some objections. 
C) after discussing buyer benefits. 
D) after you have discussed competitors products. 
E) as early as possible to get it off the table. 
A) after the customer has initiated it. 
B) after the customer has raised some objections. 
C) after discussing buyer benefits. 
D) after you have discussed competitors products. 
E) as early as possible to get it off the table.

Question 18

Price and cost are the same thing.

Accepted Answer

A) True 
 B)False

Question 19

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

Accepted Answer

A) True 
 B)False

Question 20

The most widely used method for negotiating buyer concerns is the:

Accepted Answer

A) indirect denial. 
B) spin method. 
C) superior benefit. 
D) trial offer. 
E) direct denial. 
A) indirect denial. 
B) spin method. 
C) superior benefit. 
D) trial offer. 
E) direct denial.

The third-party testimony can be effective at overcoming the _________ objection.

A win-win situation is when the buyer is in total agreement about everything the salesperson is saying and has no buyer concerns.

A professional buyer says,"My final offer is $9500,take it or leave it." A good way to cope with this type of resistance is to:

An important aspect of the negotiation process is discovering how the customer defines value.

In strategic alliance or partnership type of business relationships the negotiation stage:

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

While price is one of the most common buyer concerns,it is also one of the most common excuses customers use when they do not want to buy.

Which of the following would be appropriate as part of strategically planning for the negotiation of buyer concerns?

When the customer says that the product is not well established,an appropriate method to over come this concern would be:

If you are familiar with your product as well as your competitions product,this method of negotiating buyer concern is one of the most convincing ways to overcome buyer skepticism.

If a customer is reluctant to buy because the product is not well established,a good strategy to overcome this concern is to:

The postpone method is the same thing as the stall.

The riskiest method of negotiating buyer concern is:

When a customer raises concerns that you would prefer to respond to later in the presentation,an appropriate method would be:

Explain why negotiation should be a win-win outcome.

There are generally five categories of buyer concerns.

Shane realizes that price should not be the focal point in a sale.He feels the best time to bring up the issue of price is:

Price and cost are the same thing.

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

The most widely used method for negotiating buyer concerns is the:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 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

The third-party testimony can be effective at overcoming the _________ objection.

A win-win situation is when the buyer is in total agreement about everything the salesperson is saying and has no buyer concerns.

A professional buyer says,"My final offer is $9500,take it or leave it." A good way to cope with this type of resistance is to:

An important aspect of the negotiation process is discovering how the customer defines value.

In strategic alliance or partnership type of business relationships the negotiation stage:

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

While price is one of the most common buyer concerns,it is also one of the most common excuses customers use when they do not want to buy.

Which of the following would be appropriate as part of strategically planning for the negotiation of buyer concerns?

When the customer says that the product is not well established,an appropriate method to over come this concern would be:

If you are familiar with your product as well as your competitions product,this method of negotiating buyer concern is one of the most convincing ways to overcome buyer skepticism.

If a customer is reluctant to buy because the product is not well established,a good strategy to overcome this concern is to:

The postpone method is the same thing as the stall.

The riskiest method of negotiating buyer concern is:

When a customer raises concerns that you would prefer to respond to later in the presentation,an appropriate method would be:

Explain why negotiation should be a win-win outcome.

There are generally five categories of buyer concerns.

Shane realizes that price should not be the focal point in a sale.He feels the best time to bring up the issue of price is:

Price and cost are the same thing.

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

The most widely used method for negotiating buyer concerns is the:

Relationship Selling Opportunities in the Information Economy

Evolution of Selling Models That Complement 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 Behaviour

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 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