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.
-The negotiations are stalled until Karyn's team discovers that the buyers are concerned about the costs of training laboratory employees to use the new microscope.What response could move the negotiations forward most easily?

Question

Quizplus · Accepted Answer

Offering discounted training delivered by the microscope company implementation team is the most effective response because it directly addresses the buyers' concern about the cost of training. This solution shows that Karyn's team is willing to work with the buyers to address their concerns and is also a way to differentiate their offer from competitors who may not offer such a service. Other options, such as demonstrating the microscope or assuring the buyers that it is easy to use, may not fully alleviate the buyers' concerns about the cost and time needed to train employees.

Karyn Fleishman Is the Lead Sales Representative on a Team