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Question
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.If Kelly and the seller cannot come to terms on pricing or any other equivalent factors, which of the following is the most likely outcome of the negotiation?
A) The seller will give in and accept the price the buyer wants to pay.
B) The buyer and seller will use a random method to decide whose terms to use.
C) The buyer and seller will walk away from the negotiation without closing a sale.
D) The buyer and seller will take the disagreement to an outside mediator.
E) The buyer will give in and pay the full price asked by the seller.
Answer
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Related questions
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The training programs of both small and large marketing firms should incorporate three dimensions. One of them is knowledge of the product line, company marketing strategies, territory information, and business trends. What are the other two?
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B) knowledge of personal selling skills; knowledge of self and others
C) knowledge of company policies, procedures and benefits; stress management
D) explanation of compensation methods; in-field sales training with supervision
E) attitudes toward the company, its products, and its customers; application of personal selling principles and practices
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A) can be very misleading to the employer, so they should not be used
B) should not be considered because of possible legal problems
C) are not helpful for most firms because of validity issues
D) can be helpful when used in conjunction with other criteria
E) are excellent measures to determine future performance
Q:
The first step toward identifying the type of applicant to be recruited for a sales job is to:
A) determine the compensation plan
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D) develop personality and skills assessments
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B) the product is highly technical and requires a strong focus on partnering over the long term to discover solutions for the client
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Based on what John learns during the discussion, John realizes that the director has some unique equipment needs that may involve developing a custom machine. John will most likely need to:
A) ask more closed questions
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A) lack of strategy
B) lack of loyalty
C) fear of making a mistake
D) fear of asking for the close
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A) appeal to the salesperson's emotions by sharing personal experiences
B) allow the salesperson to suggest ideas for improving performance
C) enable a salesperson to admit that a performance problem exists
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Q:
________ is an interpersonal process between the sales manager and the salesperson in which the manager helps the salesperson improve performance in a specific area.
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E) What amount of travel will be required?
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B) good performance is properly rewarded
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Q:
The size of the firm should dictate the scope of the sales training program.
Q:
The sales manager who appraises the performance of sales personnel regularly is displaying the leadership quality known as "consideration."