The Negotiation Training Stresses That Sales Representatives Should Avoid Making

question 19

Multiple Choice

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:

• A)positioning the product on quality instead of price
• B)using the postponement method when asked about price
• C)timing the presentation to mention price last instead of first
• D)using the pricing sheet to create tiers of discounts
• E)targeting sales to buyers with less money

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Definitions:

Supply Chain Analytics

The use of data analysis tools and methodologies to analyze, model, and improve end-to-end supply chain processes and performance.

Seven Principles

Foundational guidelines or essential truths that govern or influence the operation or management of a system, process, or methodology.

Asset Utilization

The degree to which a company or an organization makes effective use of its assets in generating revenue or achieving its objectives.