(1)Failure to take time to plan and prepare is one of the major mistakes committed by sales negotiators (谈判). Related to this is weak information gathering. Neither your information gathering nor your planning can be effective without first engaging in negotiation with yourself or within your company, i.e., the agreements that may be necessary before negotiation with the customer. (2)Once your face-to-face negotiating begins, any number of factors can influence the result. Going forth with a rigid mind-set (心态), giving concessions (让步) too early, answering too quickly to each demand, not calling time-out, and not putting yourself into the customer's shoes, are common mistakes in many sales negotiations. Finally, not being careful during the follow-through results in a lack of success even in an effective negotiation. (3)Let us take the case of Ted Jeffries, a newly appointed sales representative for a maker of kitchen equipment. His main line is prefabricated (预制的) ovens. In addition to building additiona
According to the passage, what must be done before a sales negotiator (谈判者) works with his customer?
- A、Information gathering.
- B、Planning for the negotiation with the customer.
- C、Visiting his customers frequently.
- D、Reaching an agreement within the sales network.
正确答案:D
答案解析:有
Which of the following is NOT listed as one of the mistakes that a sales negotiator tends to make?
- A、Not flexible (灵活机动的) enough.
- B、Giving in to customers' demands too easily.
- C、Not being aware of the proper time to stop negotiating for the moment.
- D、Not leaving enough time to the other party for thinking about the purchase.
正确答案:D
答案解析:有
Which of the following statements about Ted is true?
- A、He is a salesperson with a fair amount of experience.
- B、He used to work for a maker of kitchen equipment and did his job well.
- C、His job is to deal with their customers.
- D、He is now selling building supplies to buyers.
正确答案:A
答案解析:有
What might follow in Ted's story?
- A、Ted will contact customers to find out some problems.
- B、Ted will demand all buyers sell their products at the same prices.
- C、Ted will negotiate with Ms. Sue Parker about the buying agreement.
- D、Ted will choose Lexington Kitchens as their sole buyer.
正确答案:C
答案解析:有
According to the passage, what is a sales negotiator advised to do after an effective negotiation?
- A、Prepare for the next negotiation immediately.
- B、Spend some time on follow-up activities.
- C、Hold a celebration to encourage himself.
- D、Call the buyer immediately to express gratitude for their purchase.
正确答案:B
答案解析:有
微信扫一扫手机做题