SPC Sales Negotiation

Question 1

What does BATNA stand for in negotiation?

Accepted Answer

Best Alternative To a Negotiated Agreement

Answer

BATNA is your best course of action if a current negotiation fails, and knowing it gives you confidence and a walk-away point.

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 anchoring effect means the first offer made in a negotiation disproportionately shapes subsequent counteroffers and the final result.

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

Discussing price after establishing value ensures the customer evaluates cost in relation to the benefit received, making the price more defensible.

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

A concession strategy involves deliberately trading value — giving up something of lower cost to you in return for something of higher value.

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

Collaborative negotiation seeks mutual gain and is most effective for long-term sales relationships where ongoing business is desired.

SPC - Sales Professional Certificate Practice Test