KAM Knowledge Check

This Upselling principle creates a sense of urgency with your offer. Make it easy as possible for your customer to buy now, because they might not get it later.

• Generate a sense of Urgency

• Pay Attention to price

• Influencing

• feature complimentary items

What is this Upselling Principle?

Your customer will probably buy items together if it makes sense to do so.

• Exchanging

• Influencing

• Feature complimentary items

• Pay attention to price

What is this Upselling Principle?

Your customer may be more likely to buy an add-on item if it’s less than the price of the first item

• Social Proof

• Pay attention to price

• generate a sense of urgency

• feature complimentary items

What Upselling Principle is this? People want things that other people have, even if sometimes there is no logical reason to have it

• generate a sense of urgency

• influencing

• social proof

• legitimizing

True or False: Bargaining is negotiating for a longer-term relationship.

• TRUE

• FALSE

Haggling is more likely to be for a one-off transaction.

• TRUE

• FALSE

_________________is the art of getting others to take your lead – to believe something you want them to believe, think in a way you want them to think or do something you want them to do.

• Exchanging

• social proof

• influencing

• legitimizing

TRUE OF FALSE: Alliance Building is justifying your position by citing an authority that supports you.

• TRUE

• FALSE

What Influencing Principle is this? Asking questions that cause them to explore and challenge their thinking.

• exchanging

• social proof

• Appealing to the emotions

• Consulting

What Influencing Principle is this? Influencing through implicit or explicit bartering or give and take, offering something you have for something  you want

• generate a sens of urgency

• legitimizing

• exchanging

• consulting