QUESTION 70 A professional buyer says, "My final offer is $9,500, take it or leave it." The best way to cope with this type of resistance is to: lower your price, but make sure the sale still results in a profit for your company confidently review the superior benefits of your product and attempt another close make a counteroffer that is about 10 percent under your first price quote review the unique features of the product or service unbundle features of the product QUESTION 71 Working to reach an agreement that is mutually satisfactory to both buyer and seller is also called: O negotiation agreement practice theory tactics strategy QUESTION 72 Statements, reports, testimonials, customer data, and photographs are all examples of: O proof devices presentation software PowerPoint slides product literature presentation strategies QUESTION 73 Cross-selling is most effective in those situations in which the: o purchase is product-based sales type is transactional products are similarly designed relationship with the customer is new salesperson and customer have an established relationship QUESTION 74 The best closing method is: the one the sales manager prefers the one that is appropriate to the customer the one the salesperson has rehearsed most often either the assumptive or the summary of benefits close the multiple options close QUESTION 75 What is the most likely benefit of using indirect denial to handle a prospect's concerns? Identifying the main concerns of the prospect showing respect for the prospect's opinion countering inaccurate information resolving the issue conclusively preventing price resistance QUESTION 67 Withholding information from customers and revealing it at the close would most likely: violate federal truth in advertising laws cause the customer to buy more units jeopardize the completion of the sale be considered an assumptive close minimize the incremental close QUESTION 68 Which tactic most likely involves making a price concession to the buyer? budget limitation take-it-or-leave-it let-us-split-the-difference "If...then" "sell low now, make profits later" QUESTION 69 If a customer tells a sales representative from Johnson Supply, "Ive always purchased my supplies from the Ralston Company," this pers objection to: O product time need source price