_____ Involves Determining a Sales Prospect's Recognized Need,buying Power,and Receptivity

question 37

Multiple Choice

_____ involves determining a sales prospect's recognized need,buying power,and receptivity and accessibility of a sales prospect.

• A)​Negotiation
• B)Customization
• C)Lead reciprocity
• D)​Lead qualification

Understand the concept and execution of calculated incompetence in negotiations.

Identify and describe different conflict situations and tactics used in negotiations such as concealing information and manipulative actions.

Understand the role of selective presentation in shaping the negotiation outcomes.

Recognize the effectiveness and limitations of distributive bargaining strategies in interdependent situations.

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Definitions:

Boundaries

Limits set to define acceptable behavior and protect individuals' well-being in interpersonal relationships.

Level of Control

Pertains to the degree of influence or regulation one has over variables in a specific environment or situation.

Blended Families

Families created by the joining of adults in unions with one or more of the adults having children brought into the new family.

New Roles

New Roles refers to the adoption of different responsibilities or positions in life, work, or social contexts, often due to changes in circumstances or stages of life.