When Val Sees the RFP Issued by One of His

question 88

Multiple Choice

When Val sees the RFP issued by one of his customers,he is concerned that they have changed their specifications since they placed a previous order with him.His company's products do not meet the new specifications.In this situation,being the current vendor

• A) will necessitate renegotiating price and delivery terms.
• B) allows for a straight rebuy.
• C) offsets a consensus buying center culture.
• D) will probably not be an advantage in getting the new order.
• E) will allow Val to get the order even though his products do not meet the specifications.

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Definitions:

Sales Negotiation

The process of discussions between the buyer and seller aimed at reaching an agreement on price, terms, or conditions of a sale.

Prospect's Business

The specific commercial or industrial enterprise that a potential client operates or is involved with.

Benefit Summary

An overview detailing the advantages or positive outcomes of using a product or service.

Listening Skills

The ability to accurately receive and interpret messages in the communication process, crucial for understanding customer needs and building relationships.