Which of the following is not one of the necessary modules of business negotiation for reaching an agreement?
Inquiry
Conclusion of a contract
Concession
Quotation
Which of the following statements about guidelines for making enquiries is wrong?
For the first time enquiry, give a brief introduction.
Be reasonable in the information requested and exact in each requirement.
Be addressed to the individual instead of a company.
Before you enquire about products that interest you, please be specific on: the estimated quantity to order.
A satisfactory quotation will include the following, except:
Details on prices, discounts ;
Terms of payment
Clear indication of what the prices cover
Terms of order
In an inquiry, it usually does not include:______
the source of information
the quotation of the product you want
the introduction of your profile
the description of the product you want
A(n) __________ is an offer made by an offeree to an offeror with substantial change to the offer.
offer
enquiry
counter-offer
order
About the guidelines for replying enquiry, which of the following statement is correct?
Be correct and exact
Focus on what you cannot do
To make the buyer reply as slow as possible.
Fulfill the function of a carrier
In a ______________, the buyer points to the quantity, the unit price FOB or CIF.
general enquiry
specific enquiry
firm offer
non-firm offer
When you are making a counter-offer, you should not_______
Set a baseline figure and explain the basis for any offer or counter-offer. Avoid lowballing and highballing
Set same prices for customers from different countries or different specialties
Let your opponent make the first offer and remember each counter-offer is an entirely new offer.
Be sure you understand their offers and counter-offers, and seek clarification if needed.
________ is responsible for unifying the strategy, tactics and overall style to be used by a negotiation team.
Secretary
Lawyer
CN
Sales manager
In the following statements about the team roles, which one is correct?
Decision-maker: conciliates and provides clarification of their team's position.
Observer: formulates overall strategy and has the final authority.
Number-cruncher: notes down the key figures and does the calculations.
Idea-generator: conducts the main negotiations and acts as spokesperson.
You should make the FIRST quotation when you:
have underestimated the market
not familiar with the market in which you are trying to do business.
wish to take the initiative and set the tone of the discussions
in the favor of the buyer
When selecting team members for a business negotiation, a team should include the necessary fields except:
Technical
Interpreter
Law
Human resource
The "PRAM" model of a business negotiation consist planning, relationship, _______ and maintenance
In the preparation stage, a team should collect information excluding:
Regulatory and Laws
Culture
Counterpart representatives
Home address
About the other part's qualification and credit status, which of the following should be researched?
The history and status quo
Freight charges
Market price
Personality of the members