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WorksheetsQuiz 9 (Content Sales 3 & 4)
Total questions: 10
Worksheet time: 3mins
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
