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It is important for the salesperson to pay close attention to the buyer’s interests during the need discovery phase to:

The referral approach is most likely to be effective because customers:

The best closing method is:

How do you respond to a buyer who says, “My final offer is $3,300, take it or leave it”?

A salesperson who goes into a negotiation process without any preparation is likely either to lose the sale or to:

Kelly Addison is a designer clothing buyer for a chain of department stores. She has gone through several negotiation certification programs and is considered an expert negotiator by her peers.Because Kelly is a tough negotiator, salespeople must be aware of how much flexibility they have in terms of price, specifications, and delivery schedules. Which of the following best helps a salesperson with determining the walk-away point when dealing with Kelly?

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: