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:

Negotiation

A bargaining process in which disputing parties interact informally to attempt to resolve their dispute. Also, the transfer of the rights to a negotiable instrument from one party to another.

Liability

The state of being responsible for something, especially in terms of legal or financial obligations that may arise from actions or transactions.

Discharged

Released from liability for a negotiable instrument.

Negotiable Instrument

A written, transferable document signed by the maker or drawer, containing an unconditional promise or order to pay a specified amount of money on demand or at a set time.