Karyn Fleishman Is the Lead Sales Representative on a Team

question 42

Multiple Choice

Karyn Fleishman is the lead sales representative on a team selling super-powered microscopes to research laboratories and other research institutions. She and her team just made a presentation to the buying team of a large lab, and they are about to enter the negotiation process to work toward closing a deal.
-Karyn's team has already uncovered the lab's needs during the consultative questioning stage of the presentation. Which of the following is most likely true?

• A)The team should practice debating features and benefits before the negotiation.
• B)The team should continue to gather as much information on the lab and the lab's buying team as possible before the negotiation.
• C)The team has already missed their best window of opportunity for negotiations.
• D)The team should be more aggressive about offering discounts to achieve a fast close.
• E)The team is more prepared than they need to be for the negotiation process.

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Definitions:

External Rewards

Incentives provided from an external source to motivate behavior, such as money, grades, or praise.

Perspective-Taking Skills

The ability to understand a situation or concept from an alternative point of view, including another person's thoughts, feelings, and motivations.

Robert Selman

A psychologist known for his work on the development of social understanding in children and his stages of perspective-taking.

Reprimand

A form of verbal or written criticism indicating disapproval of someone's behavior or work.