Sales Executive
Negotiation and contracts questions
49 questions on Negotiation and contracts for sales executives, easiest first.
Easy 4
Medium 19
- Discount asked on first callmedium
- Giving a concessionmedium
- What a 10% discount really costsmedium
- A last-minute "nibble"medium
- Add value instead of cutting pricemedium
- Engaging before the RFP is writtenmedium
- Using the RFP Q&A windowmedium
- What BATNA meansmedium
- Asking for something in returnmedium
- How concessions should shrinkmedium
- The power of the first numbermedium
- Discount for a three-year termmedium
- What an indemnity clause doesmedium
- A common liability capmedium
- Payment milestonesmedium
- A red team reviewmedium
- Lower price, lower scopemedium
- The zone of possible agreementmedium
- Using payment termsmedium
Hard 26
- Procurement changes terms latehard
- Defending a price increasehard
- One-year vs three-year offerhard
- Customers wait for quarter-end dealshard
- Good cop, bad cophard
- Terms agreed on WhatsApphard
- Invited to a reverse auctionhard
- A free proof of concept for three vendorshard
- Finding the ZOPAhard
- "Let's just split the difference"hard
- Bidding in an L1 tenderhard
- Scoring a QCBS tenderhard
- Deposits and bank guaranteeshard
- Customer wants unlimited liabilityhard
- A most-favoured-customer clausehard
- Budget smaller than the solutionhard
- Contract value with a yearly uplifthard
- Working out a service credithard
- Asked for a full design for freehard
- A rival undercuts by 40% at the endhard
- Avoiding a full tender legitimatelyhard
- Three-year price, one-year commitmenthard
- Presenting the premium firsthard
- A first-year discount and renewalshard
- Is the volume discount worth it?hard
- What a quick discount signalshard