Applied Assessment — Presenting and Selling Value Part 2

4 of 5 needed to pass

1. 1. A buyer demands a 6% FOB reduction citing a cheaper competitor. What is the best response, based on the module's case?

   Choose one answer.

   Refuse outright and end the conversation to protect your marginAgree to the full 6% cut immediately to keep the orderShare a transparent cost build-up and offer trade-offs such as a smaller price cut for higher volume, or full price with longer payment termsIgnore the request and hope the buyer forgets about it
2. 2. After a verbal agreement in a buyer meeting on price, quantity and delivery, what should you do next?

   Choose one answer.

   Send a confirmation email within 24 hours summarising the agreed price, quantity, delivery and payment termsWait for the buyer to send confirmation first before doing anythingOnly document the agreement if a dispute arises laterAssume the verbal agreement is binding and move straight to production planning
3. 3. A buyer pushes hard on price during a call. Which negotiation behaviour does the module recommend?

   Choose one answer.

   End the call quickly to avoid further pressureAgree to everything to avoid conflict in the conversationImmediately defend the number without exploring what the buyer actually needsListen first to understand the underlying need, then offer structured trade-offs instead of a simple yes or no
4. 4. Before your next buyer negotiation, what should you prepare, according to the module's practical brief?

   Choose one answer.

   A list of reasons the buyer should feel guilty about asking for a discountNothing specific; negotiation should be handled spontaneously in the momentA one-page Negotiation Brief covering cost build-up, margin floor, trade-off options and your walk-away pointOnly a verbal summary of the last order's price, with no written detail
5. 5. A buyer says your compliance and social audit standards add unnecessary cost. How should you position them instead?

   Choose one answer.

   Agree that compliance is purely a cost burden with no benefit to the buyerPosition compliance, social audit and sustainability as value drivers that reduce the buyer's own risk and reputational exposureAvoid discussing compliance entirely to keep the conversation focused on priceSuggest quietly reducing compliance standards to lower cost for this buyer only