SPC Sales Negotiation

Question 1

What does BATNA stand for in negotiation?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

Basic Approach To Negotiating Agreements

Answer

Budget Allocation for Target Net Accounts

Answer

Best Approach To Negotiating Annually

Question 2

In a sales negotiation, what is the 'anchor' effect?

Accepted Answer

The tendency for the first number offered to heavily influence the final outcome

Answer

The process of documenting agreement terms

Answer

A technique to delay negotiations while gathering information

Answer

Setting a fixed price that cannot be changed

Question 3

When is the best time to discuss pricing in a sales negotiation?

Accepted Answer

After establishing the value the product/service delivers to the customer

Answer

At the very start of the conversation to set expectations

Answer

Only after the customer asks three times

Answer

Pricing should never be introduced by the salesperson

Question 4

What is a 'concession strategy' in sales negotiation?

Accepted Answer

A planned approach to giving up certain terms in exchange for something of equal or greater value

Answer

Immediately agreeing to all customer requests

Answer

Refusing to change any terms of the offer

Answer

Providing concessions only at the end of the fiscal quarter

Question 5

Which negotiation style focuses on maximizing value for both parties rather than just winning for one side?

Accepted Answer

Collaborative (win-win)

Answer

Competitive (win-lose)

Answer

Avoidant (no-deal preference)

Answer

Accommodating (lose-win)

Question 6

A customer says 'your price is too high.' What is the most effective initial response in a sales negotiation?

Accepted Answer

Ask clarifying questions to understand what they are comparing your price to and what value drivers matter most

Answer

Immediately discount by 10%

Answer

Defend the price without acknowledging the concern

Answer

End the negotiation if they push back on price