Quiz 9 (Content Sales 3 & 4)

Negotiations are likely to occur during this stage of the buying process.

• Need awareness

• Evaluation of solutions

• Resolution of problems

• Purchase

Which of the following is NOT an activity during negotiations?

• Review common types of resistance

• Recognize and understand verbal and non-verbal cues

• Do not allow anger to surface

• Answer customer's concerns

Point out price/quality relationship of product if buyer's concern is one of the following type.

• Need for Product

• Product itself

• Pricing

• Timing

Customers usually prefer to be presented with just only one way or a single solution.

• True

• False

Make concessions quickly to show your sincerity to buyer.

• True

• False

Which of the following negotiation method is an effective way to overcome buyer skepticism?

• Direct denial

• Questions

• Demonstration

• Superior benefit

Which of the following is NOT an example of non-verbal cues?

• Questions

• Leans towards you

• Examine product content intently

• Facial expression changes

Additional 'surprising' info should be given at the end of negotiations as an attempt to close a sale.

• True

• False

When working on a complex sale, try to achieve incremental commitment throughout sales process.

• True

• False

Identify closing method used - “This will be the total amount for a 13-episode series, plus other bundled series for free. Shall we proceed to confirm the deal?”

• Assumptive Close

• Management Close

• Multiple Options Close

• Summary-of-benefits Close