Karyn Fleishman Is the Lead Sales Representative on a Team

question 23

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 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.

---

Definitions:

Informal Channel

Unofficial, non-structured communication pathways used for the distribution of goods or information, often relying on personal connections.

Indirect Channels

These are pathways of distribution wherein goods or services move from the manufacturer to the consumer through intermediary agents or merchants.

Consumer Products

Goods produced for personal use by the general public.

Channel Functions

The roles and activities performed by intermediaries within a distribution channel, such as product information dissemination, negotiation, and order fulfillment.