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Traditional selling principles stressed that the “we versus they” and the “win-win” were similar concepts for negotiating sales resistance.

Which of the following most likely occurs during the need-discovery stage of the consultative sales process?

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:

When prospects participate in a sales presentation, they most likely:

Trish asks her customer, “Who do you buy your supplies from now?” Which type of question is this?

Explain how to add value with expansion selling.

Determining your BATNA and ZOPA will help you in negotiations because:

Which type of sales presentation is built around a standard set of steps and tends to ignore the unique needs of each customer?

If a customer tells a sales representative from Johnson Supply, “I’ve always purchased my supplies from the Ralston Company,” this person is most likely raising an objection to:

An approach that gets the prospect thinking about a problem the salesperson can solve is the: