1. The negotiation approach with the focus on a single?issue, such as reaching agreement on the selling price of the product is called the ______________ approach.

Select one:

A. Logrolling

B. Integrative sales negotiation

C. Win-lose negotiation

D. Distributive sales negotiation

2.

You did your homework in preparing for an ongoing sales negotiation with a new buyer. You know that $100 per case of product with 500 cases per truckload is, indeed, a reasonable price. Much to your surprise, your new buyer opens the negotiation with a bid of $25,000 bid for a truckload of product. You should:

Select one:

A. Tell the buyer your BATNA ($40,000) and that's your "take it or leave it" counteroffer

B. Demonstrate how ridiculous his offer was by countering with a much higher, but totally unrealistic bid of $100,000 per truckload ($200 per case)

C. Accept the offer as it's the best you will get

D. Ignore the offer and counter with a higher, but more realistic price of $55,000 per truckload ($110 per case)

3.

During a negation with a buyer, you notice he's very excited about the prospects of one of your new chocolate candy products. Knowing your product won't be available until the next quarter, after your next planned visit with the buyer, you decide to offer him a free trial. You hope the free trial will make him feel like he owes you something in return. Your sales plan hinges on the:

Select one:

A. Affective-based trust

B. Cognitive-based trust

C. Norm of reciprocity

D. Equity theory

4.

You are preparing for an important negation with your buyer. In the past, you buyer expressed that one of her top priorities in reaching an agreement is driven by her personal compensation program (she gets paid an inventive based on her account's profitability on the items she purchases and then resells). Knowing how important that is to her, your sales proposals include:

Select one:

A. Forecasted sales

B. Low margin items

C. High margin items

D. Forecasted profits