Deck 13: Negotiating Buyer Concerns

Question 1

Matching

-Make early concessions to improve the relationship

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Answer 1

inappropriate during the presentation

Question 2

Matching

-Withdrawing from the negotiation with a transactional buyer who is only interested in the lowest price

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Answer 2

appropriate during the presentation

Question 3

Matching

-Using a feel-felt-found strategy

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Answer 3

appropriate during the presentation

Question 4

Matching

-Review methods of negotiating buyer concerns

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 5

Matching

-Developing a negotiation worksheet

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 6

Matching

-Dealing with a concern raised by the customer at a later point in the presentation

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 7

Matching

-Using the words, "Yes, I agree that..." to reduce impact of denial

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 8

Matching

-Using the direct denial method during highly sensitive negotiations

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 9

Matching

-Finding some point of agreement

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 10

Matching

-A negotiating technique of offering an alternative solution to the buyer

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 11

Matching

-The Pareto Law

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 12

Matching

-Buyer is reluctant to buy because he feels loyal to his supplier

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 13

Matching

-The buyer can't perceive the added value in the purchase

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 14

Matching

-The most high-risk method of negotiating buyer concerns

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic

Question 15

Matching

-"Reward in Heaven Tactic"

A) inappropriate during the presentation
B) appropriate during the presentation
C) appropriate during preapproach
D) postpone method
E) logrolling
F) 80% of negotiations conclude in the last 20% of the time allowed
G) source related concern
H) price related concern
I) direct denial method
J) Sell Low Now, Make Profits Later Tactic