Sales II - 1.11

The process of one party reaching an agreement with another party to meet specific needs and wants

• Arguing

• Negotiation

• Sales Terms

• Sales Agreement

Sales terms, also known as “_____________,” refers to the cost, amount, and distribution regarding a sale, which a buyer and seller agree upon.

• decided terms

• argement

• terms of sales

• sales agreement

The benefits of negotiating sales terms include all of the following EXCEPT

• builds positive relationships

• prevent misunderstandings

• prevent conflict

• never arrive at a satisfactory deal

True or False:

Patience is important when negotiating because it: Allows the buyer to express concerns and clear up misunderstanding

• True

• False

True or False:

Patience is important when negotiating because it: Allows time for the buyer to reject the sales terms

• True

• False

All of the following are ways to provided added value when negotiating sales terms EXCEPT

• customer service

• after-sales services

• stating the deadline of a sale

• including extras with the product

What does BANTA stand for?

• best alternative to a negotiated agreement

• better alternative to a negotiated agreement

• best arrangement to a negotiated argument

How to create a win-win negotiation:

You might not agree with what the other party says, but being rude, dismissive, or pushy won’t help you negotiate -- refers to?

• State your position

• Begin with the end in mind

• mutual respect

To consider the buyer’s feelings when negotiating, ask _____________ questions

• open-ended

• closed-ended

• direct

• probing

The biggest challenge to negotiation is when individuals ......

• ignore the interest and needs of the other

• only think about their interests

• are not ready to understand the second party