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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:

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: