Chad Johnson Sells a Scanner That Converts Large Documents to an Electronic

question 73

Multiple Choice

Chad Johnson sells a scanner that converts large documents to an electronic format for editing and printing items up to six feet long and four feet wide.He spends the morning showing his product to the marketing manager of a large department store,which had been identified by his sales force as a prospect.The manager is excited about the idea of being able to have multiple usages of a graphic designed sign.When Chad asks the manager if he is willing to buy,he says,"Though I do all the buying around here,this stuff is way beyond my budget.We never buy such expensive products." Which of the following questions of the qualifying process will help Chad determine the manager as a lead but not a true prospect?

• A) Does the lead have the ability to pay?
• B) Can the lead be approached favorably?
• C) Does the lead have a need that can be satisfied by the purchase of the firm's products or services?
• D) Does the lead have the authority to pay?

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Definitions:

Multiple-issue Negotiations

Negotiations that involve several different issues or aspects, allowing for more complex interactions and opportunities for trade-offs.

Integrative Negotiations

A negotiation approach that seeks to find mutual gains and achieve a win-win outcome by addressing the interests of all parties involved.

Effective Strategy

An effective strategy is a well-planned approach designed to achieve specific goals and objectives in the most efficient way possible.

Negotiation Objective

The specific goal or outcome that a negotiator aims to achieve during the negotiation process.