Chapter 12 Review Questions

13-1 Explain why a salesperson should welcome buyer concerns. 13-2 List the common types of buyer resistance that might surface in a presentation. 13-3 How does the negotiations worksheet form help the salesperson prepare to negotiate buyer concerns? 13-4 Explain the value of using probing and confirmation questions when negotiating buyer concerns. 13-5 List eight specific strategies for negotiating buyer resistance. 13-6 John Ruskin says that it is unwise to pay too much when making a purchase, but it is worse to pay too little. Do you agree or disagree with this statement? Explain. 13-7 What is the most common reason that prospects give for not buying? How can salespeople deal effectively with this type of concern? 13-8 Professional buyers often learn to use specific negotiation tactics in dealing with salespeople. List and describe two tactics that are commonly used today. 13-9 Discuss the merits of using need-satisfaction questions to negotiate buyer concerns.