Negotiation and Sales

Question 1

Name the six steps in selling

Answer 1

opening 
prospecting 
positioning products 
handling objectives
close
follow up

Question 2

goal of opening

Answer 2

establish an initial relationship

Question 3

goal of prospecting

Answer 3

determine what they want, find out what their hot buttons are

Question 4

goal of positioning products

Answer 4

present the product/services THEY need based on the info from prospecting.

Question 5

goal of handling objectives

Answer 5

identify barriers and respond to only TRUE barriers

Question 6

Feel felt found approach is used in which step of selling?

Answer 6

handling objectives: identifying barriers and responding to the true ones.

Question 7

During closing you are asking for what?

Answer 7

asking to do business with them

Question 8

“will you give us the opportunity to work with some of your pts” is which of the six selling points?

Answer 8

closing

Question 9

most often missed step in selling?

Answer 9

follow up

Question 10

Name the five styles of conflict management

Answer 10

team up 
give in 
compromise
pressure 
run away

Question 11

name the four points of principled negotiation

Answer 11

people
interests
opinion
criteria

Question 12

teaming up is all about finding what?

Answer 12

a solution for everyone.

Question 13

3 strengths of team up approach

Answer 13

mutual trust, maintains + relationships, builds commitment

Question 14

2 weaknesses of team up approach

Answer 14

time and energy consuming: lay all the options out on the table

Question 15

Giving in approach is all about what?

Answer 15

keeping the peace

Question 16

This type of conflict management deeply value relationships and are so accommodating they may end up resenting people

Answer 16

Give in

Question 17

Strengths of this kind of management style include: minimizing injury when outmatched, maintaining relationships

Answer 17

give in

Question 18

name two weaknesses of give in approach

Answer 18

breeds resentment

exploits the weakness

Question 19

Compromise style is all about what?

Answer 19

meeting in the middle

Question 20

Compromise style is best in what kind of situations

Answer 20

complex where there is no simple solutions. Often leaves both parties unsatisfied

Question 21

give and take approach is what conflict management style

Answer 21

compromise

Question 22

Strength of compromise conflict management style

Answer 22

all parties equal in power

Question 23

weakness of compromise management style

Answer 23

dissatisfaction can bread resentment

Question 24

goal oriented and quick is positive for what conflict management style?

Answer 24

pressure

Question 25

negative of pressure conflict management style

Answer 25

breeding hostility

Question 26

Pressure conflict management style is all about what

Answer 26

justification!

Question 27

How do people who employ pressure conflict management view conflict?

Answer 27

they enjoy it, a welcomed challenge. They believe it is important to convince others of the merits of their position.

Question 28

Running away conflict management style is all about what?

Answer 28

avoidance: aversion to negativity and confrontation

Question 29

keeping to themselves and potential passive aggressive behavior

Answer 29

run away style

Question 30

2 strengths of run away conflict management style

Answer 30

does not escalate conflict, postpones confrontation

Question 31

one weakness of run away conflict management style

Answer 31

leaves problems unaddressed risking greater issues in the future