As a Salesperson, You Should Know That the Purpose of the Negotiation

question 115

Multiple Choice

As a salesperson, you should know that the purpose of the negotiation close is to:

• A) overcome a prospect's practical and psychological objections.
• B) make prospects think their haggling has succeeded.
• C) determine who gets the better end of the deal.
• D) find ways for both parties to have a fair deal.
• E) get the prospect to reveal true objections.

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Definitions:

Genetic

Relating to genes or heredity, the biological process by which parents pass certain traits to their offspring through their chromosomes.

Short-Term Memory

The capacity for holding a small amount of information in mind in an active, readily available state for a short period.

Information Processing

The view in which cognitive processes are compared to the functions of computers. The theory deals with the input, storage, retrieval, manipulation, and output of information. The focus is on the development of children’s strategies for solving problems—their “mental programs.”

Theoretical Orientation

A specific set of beliefs, attitudes, and practices that guide a therapist or counselor in their approach to understanding clients' issues and helping them.