Karyn Fleishman is the lead sales representative on a team selling super-powered microscopes to research laboratories and other research institutions. She and her team just made a presentation to the buying team of a large lab, and they are about to enter the negotiation process to work toward closing a deal.
-During the negotiations,it became apparent that the buyer had not understood the delivery schedule correctly. This most likely made the situation:
A)more difficult,as the sales team clearly cannot communicate details effectively
B)more difficult,as the sales team must start the whole negotiating process again
C)more difficult,as the buyer was not capable of agreeing to the complex terms
D)easier,as the buyer gave in to the seller with an apology for misunderstanding
E)easier,as the sales team needed to clarify details instead of renegotiate

Question

Quizplus · Accepted Answer

If the buyer had misunderstood the delivery schedule, it is a better situation to clarify the details than to have to start the whole negotiating process again. This will allow the negotiations to continue without having to backtrack and can give the sales team an opportunity to clarify other details as well.

Karyn Fleishman Is the Lead Sales Representative on a Team