The negotiation training stresses that sales representatives should avoid making price the focal point of the presentation. This requires the sales representatives to refocus on:
A)positioning the product on quality instead of price
B)using the postponement method when asked about price
C)timing the presentation to mention price last instead of first
D)using the pricing sheet to create tiers of discounts
E)targeting sales to buyers with less money

Question

Quizplus · Accepted Answer

Positioning the product on quality instead of price helps to emphasize the value proposition of the product, rather than just its cost. This approach can help remove some of the pressure from negotiating solely on price and can also help the sales representative to differentiate their product from competitors who may be competing on price alone.

The Negotiation Training Stresses That Sales Representatives Should Avoid Making