One of the Best Methods for Ensuring That a Negotiation

question 70

True/False

One of the best methods for ensuring that a negotiation proceeds along substantive lines is to frame the discussion around objective criteria.

Distinguish between different occupations and their typical forms of training.

Identify the components and benefits of experiential learning programs.

Understand the principles of transfer of training in a workplace context.

Analyze and apply the concepts of readability in training materials.

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Definitions:

Alternative-Choice Close

A sales technique where the salesperson presents the potential buyer with two choices, both leading to a sale, in an effort to close the deal.

Buying Decision

The process of evaluating and choosing from available alternatives to purchase a product or service.

Question Close

A sales strategy that involves closing a deal by asking the customer a question that assumes the sale has been made.

Purchase Manager

An individual responsible for acquiring goods and services for their organization at the best possible price.