SSC Negotiation and Closing Skills 2

Question 1

Which negotiation strategy focuses on expanding the total value of a deal rather than dividing a fixed pie?

Accepted Answer

Integrative negotiation

Answer

Distributive bargaining

Answer

Positional bargaining

Answer

Competitive negotiation

Question 2

When should a salesperson offer a concession during negotiation?

Accepted Answer

Strategically, only after receiving something in return or after exhausting other value-based responses

Answer

At the very beginning to show goodwill

Answer

Whenever the buyer asks, without conditions

Answer

Only after the deal is signed

Question 3

What is the 'alternative close' technique?

Accepted Answer

Giving the buyer two options, both of which result in a purchase

Answer

Offering the buyer a money-back guarantee

Answer

Walking away from the deal if the buyer hesitates

Answer

Offering an alternative product at a lower price

Question 4

What does 'deal velocity' refer to in closing?

Accepted Answer

The speed at which a deal moves through the sales pipeline from first contact to close

Answer

How fast the delivery is completed after signing

Answer

The number of deals closed per month

Answer

How quickly the invoice is paid

Question 5

What is 'the nibble' in negotiation?

Accepted Answer

A small concession that a buyer requests after the main deal is agreed upon

Answer

A very small trial order

Answer

A technique to reduce price incrementally

Answer

An initial low-ball offer

Question 6

Which of the following signals that a buyer is ready to close?

Accepted Answer

The buyer asks about delivery timelines, payment terms, or implementation steps

Answer

The buyer asks many detailed objections

Answer

The buyer requests a competitor's pricing

Answer

The buyer stops responding to emails