Which of the following best describes a misunderstanding?
A) a failure to ask enough probing questions to identify a problem
B) a failure to agree even when both sides understand each other
C) a failure to accurately understand the other person's point
D) an inability to reach a win-win agreement
E) an inability to negotiate across cultures
Correct Answer:
Verified
Q1: A buyer's resistance to a salesperson's product
Q2: Traditional selling principles stressed that the"we versus
Q3: In negotiations,the walk-away point that represents the
Q4: The _(BATN
A)is defined as"what alternative(s)will be acceptable
Q6: One of the most common buyer concerns
Q7: What area of the sales process are
Q8: The foundation for win-win negotiations is a
Q9: Working to reach an agreement that is
Q10: When a customer says,"I would rather not
Q11: Determining your BATNA and ZOPA will help
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