18 Questions
What action should a salesperson take during the negotiation stage to secure buyer loyalty?
Provide technical assistance or advice post-sale
What is the purpose of initiating a formal close to the sales process?
To induce prospects to purchase the product or service
When negotiating conditions of the agreement, a salesperson typically outlines a summary to the buyer to:
Confirm the buyer's decision
Which of the following is NOT a component of negotiating and finalizing sales?
Supporting post-sale activities
What is a key activity involved in supporting post-sale activities?
Soliciting feedback through surveys
In negotiating and finalizing sales, what role do cross-selling opportunities play?
To ensure buyer loyalty through additional purchases
What technique should a salesperson use to create a supportive selling environment?
Using open and closed questions effectively
When responding to buyer signals, what is a key aspect that a salesperson should identify and assess?
Company resistance
Which strategy should be selected and implemented for managing buyer resistance effectively?
Superior benefit
What should a salesperson do to secure buyer interest during the sales process?
Incentives offer
How can a salesperson emphasize the benefits of a product in relation to identified buyer needs?
Obtaining and presenting proof of benefits
When adjusting the sales presentation to match buyer needs, what should a salesperson use?
Facial expressions
What is the focus of Sales Solutions, as described in the text?
Addressing the underlying business problems of customers
Which learning outcome involves assessing and selecting sales tactic options based on meeting prospect needs?
LO4: Negotiate and finalize the sale
What is one of the activities involved in preparing for a sales presentation, as per the text?
Organizing products, ideas, and services for use within the presentation
Which of the following is NOT considered as a potential sales aid according to the text?
Marketing emails
What does LO4 (Negotiate and finalize the sale) involve according to the text?
Finalizing the sale after negotiation with the buyer
Which step is necessary before negotiating and finalizing a sale according to the text?
Prepare for a sales presentation
This quiz covers the negotiation and finalization of a sale, including strategies for closing the deal, using supportive language, and summarizing product benefits. Topics include inducing the close, offering choices, and requesting agreement from the prospect.
Make Your Own Quizzes and Flashcards
Convert your notes into interactive study material.
Get started for free
