銷售談判中常用英語的試題及答案姓名：____________________

一、多項選擇題（每題2分，共20題）

1.Inasalesnegotiation,whichofthefollowingphrasescanbeusedtoshowenthusiasmfortheproduct?

A.Thisproductisnotforeveryone.

B.Ibelievethisproductwillbeagame-changerforyourbusiness.

C.It'sjustanotherproductonthemarket.

D.Thisproductisoverpriced.

2.Whentryingtocloseasale,whichofthefollowingphrasescanbeusedtobuildtrustwiththecustomer?

A.Iguaranteethisproductwillsolveallyourproblems.

B.I'veneverhadacustomerwhowasn'tsatisfiedwiththisproduct.

C.Thisproductisthecheapestonthemarket.

D.Ican'tpromiseanything,butI'lldomybesttohelpyou.

3.Inasalesnegotiation,howcanyoueffectivelyaddressacustomer'sconcernsabouttheproduct?

A.Ignoretheconcernsandfocusonthebenefits.

B.Acknowledgetheconcernsandprovidesolutions.

C.Dismisstheconcernsasunimportant.

D.Changethesubjecttoavoidaddressingtheconcerns.

4.Whenacustomerasksforadiscount,whichofthefollowingphrasescanbeusedtomaintainaprofessionaltonewhileofferingacompromise?

A.Ican'tgiveyouadiscount,butIcanofferyoufreeshipping.

B.Iunderstandyourconcerns,butwehaveastrictdiscountpolicy.

C.Letmecheckwithmymanagerifwecanofferaspecialdeal.

D.You'retryingtotakeadvantageofus.

5.Howcanyouusethefollowingphrasetocreateasenseofurgencyduringasalesnegotiation?

A."Thisofferisonlyavailableforalimitedtime."

B."Wehavealotofcompetition,soyoushouldactfast."

C."We'rerunningoutofstock,soyoubettermakeadecisionsoon."

D."Youdon'tneedtorush,we'llbehereforyouwheneveryou'reready."

6.Whenacustomerishesitanttomakeadecision,whichofthefollowingphrasescanbeusedtoencouragethemtotakeaction?

A."You'remakingtherightdecisionbytakingyourtime."

B."Don'tmissoutonthisincredibleopportunity."

C."Iunderstandyourconcerns,butlet'sworktogethertofindasolution."

D."You'renotreadytomakeadecisionyet,let'sscheduleafollow-upmeeting."

7.Inasalesnegotiation,howcanyouusethefollowingphrasetoemphasizethevalueoftheproduct?

A."Thisproductisthebestonthemarket."

B."Ourcustomerslovethisproduct,andsowillyou."

C."Thisproducthasalifetimewarranty."

D."Thisproductisastealatthisprice."

8.Whenacustomeriscomparingyourproducttoacompetitor's,howcanyouaddresstheirconcerns?

A."Ourproductissuperiortothecompetitor's."

B."Thecompetitor'sproductmaybecheaper,butit'snotasreliable."

C."Ourproducthasmorefeaturesthanthecompetitor's."

D."Thecompetitor'sproductisnotasuser-friendlyasours."

9.Inasalesnegotiation,howcanyouusethefollowingphrasetobuildrapportwiththecustomer?

A."Iunderstandyourconcerns,andI'mheretohelp."

B."Let'sworktogethertofindasolutionthatmeetsyourneeds."

C."Iappreciateyourbusiness,andI'mcommittedtoprovidingthebestservice."

D."You'renottheonlycustomerIhave,soIcan'tgiveyouspecialattention."

10.Whenacustomerisaskingforarefund,howcanyouhandlethesituationprofessionally?

A."I'msorry,butwedon'tofferrefunds."

B."Letmecheckwithmymanagertoseeifwecancometoanagreement."

C."Refundsarenotpossible,butIcanofferyouareplacementorstorecredit."

D."Youmustbemistaken;weneverhadaproblemwiththisproduct."

11.Inasalesnegotiation,howcanyouusethefollowingphrasetoovercomeacustomer'sobjections?

A."Letmeaddressyourconcerns,andI'mconfidentyou'llseethevalueinourproduct."

B."Iunderstandyourconcerns,butourproductisthebestsolutionforyourneeds."

C."You'reright;ourproductmaynotbeperfect,butit'sthebestoptionavailable."

D."Ican'tpromiseanything,butI'lldomybesttohelpyou."

12.Whenacustomerisinterestedinaproductbutwantstoseemoreinformation,howcanyourespond?

A."Icanprovideyouwithmoreinformation,butyou'llneedtomakeadecisionsoon."

B."Letmesendyousomebrochuresandproductspecifications."

C."I'msorry,butwecan'tprovidemoreinformationuntilyoumakeapurchase."

D."You'reinterestedintheproduct,butyou'renotreadytobuyyet."

13.Inasalesnegotiation,howcanyouusethefollowingphrasetoshowconfidenceinyourproduct?

A."Ibelievethisproductisthebestsolutionforyourneeds."

B."Ourcustomerslovethisproduct,andsowillyou."

C."Thisproducthasaproventrackrecordofsuccess."

D."Ican'tguaranteeanything,butI'mconfidentinthequalityofourproduct."

14.Whenacustomeriscomparingprices,howcanyouaddresstheirconcerns?

A."Ourproductispricedcompetitively,anditofferssuperiorquality."

B."Youcanfindcheaperproducts,buttheywon'tlastaslong."

C."Ourpricesarehigher,butyou'llgetmorevalueforyourmoney."

D."Ican'tcompetewiththepricesofourcompetitors."

15.Inasalesnegotiation,howcanyouusethefollowingphrasetoshowempathyforthecustomer'ssituation?

A."Iunderstandyourconcerns,andI'mheretohelp."

B."Let'sworktogethertofindasolutionthatmeetsyourneeds."

C."You'renottheonlycustomerwhohasfacedthisproblem."

D."Ican'trelatetoyoursituation,butI'lldomybesttohelpyou."

16.Whenacustomerisaskingforatrialperiod,howcanyourespond?

A."Weoffera30-daymoney-backguarantee,soyoucantrytheproductrisk-free."

B."I'msorry,butwedon'toffertrialperiods."

C."Letmecheckwithmymanagertoseeifwecanaccommodateyourrequest."

D."You'reaskingforatrialperiod,butyouhaven'tevenmadeapurchaseyet."

17.Inasalesnegotiation,howcanyouusethefollowingphrasetocreateasenseofurgency?

A."Thisofferisonlyavailableforalimitedtime."

B."Wehavealotofcompetition,soyoushouldactfast."

C."We'rerunningoutofstock,soyoubettermakeadecisionsoon."

D."You'renotreadytomakeadecisionyet,let'sscheduleafollow-upmeeting."

18.Whenacustomerisinterestedinaproductbutwantstoseemoreinformation,howcanyourespond?

A."Icanprovideyouwithmoreinformation,butyou'llneedtomakeadecisionsoon."

B."Letmesendyousomebrochuresandproductspecifications."

C."I'msorry,butwecan'tprovidemoreinformationuntilyoumakeapurchase."

D."You'reinterestedintheproduct,butyou'renotreadytobuyyet."

19.Inasalesnegotiation,howcanyouusethefollowingphrasetoshowconfidenceinyourproduct?

A."Ibelievethisproductisthebestsolutionforyourneeds."

B."Ourcustomerslovethisproduct,andsowillyou."

C."Thisproducthasaproventrackrecordofsuccess."

D."Ican'tguaranteeanything,butI'mconfidentinthequalityofourproduct."

20.Whenacustomeriscomparingprices,howcanyouaddresstheirconcerns?

A."Ourproductispricedcompetitively,anditofferssuperiorquality."

B."Youcanfindcheaperproducts,buttheywon'tlastaslong."

C."Ourpricesarehigher,butyou'llgetmorevalueforyourmoney."

D."Ican'tcompetewiththepricesofourcompetitors."

姓名：____________________

二、判斷題（每題2分，共10題）

1.Itisimportanttolistenactivelyduringasalesnegotiationtounderstandthecustomer'sneedsandconcerns.()

2.Offeringadiscountisalwaysthebestwaytocloseasale.()

3.Itisacceptabletointerruptacustomerduringasalesnegotiationtogetyourpointacross.()

4.Asalespersonshouldalwaystrytoemphasizethenegativeaspectsofacompetitor'sproduct.()

5.Itisimportanttobehonestwithcustomers,evenifitmeanslosingasale.()

6.Usingamonotonoustonecanhelpasalespersonmaintainaprofessionaldemeanor.()

7.Itiseffectivetorepeatthecustomer'sconcernsbacktothemtoshowempathy.()

8.Asalespersonshouldneverapologizeforaproduct'slimitations.()

9.Itisbeneficialtoprovideadetaileddemonstrationoftheproducttopotentialcustomers.()

10.Itisappropriatetoendasalesnegotiationbythankingthecustomerfortheirtime,regardlessoftheoutcome.()

姓名：____________________

三、簡答題（每題5分，共4題）

1.Explaintheimportanceofbuildingrapportwithacustomerduringasalesnegotiation.

2.Describehowtohandleacustomerwhoishesitanttomakeapurchase.

3.Discusstheroleofactivelisteninginsalesnegotiations.

4.Whataresomecommonobjectionsthatcustomersmayraiseduringasalesnegotiation,andhowcanasalespersonaddressthemeffectively?

姓名：____________________

四、論述題（每題10分，共2題）

1.Writeanessayontheimportanceofeffectivecommunicationskillsinsalesnegotiations.Discusshowclearandconciselanguage,activelistening,andempathycanimpactthesuccessofasale.

2.Analyzetheroleofnegotiationtacticsinsalesnegotiations.Explainhowsalespeoplecanusedifferentnegotiationstrategies,suchasthe"win-win"approachorthe"yes-then"technique,toachievemutuallybeneficialoutcomes.

試卷答案如下：

一、多項選擇題（每題2分，共20題）

1.B

2.B

3.B

4.A

5.A

6.B

7.B

8.B

9.C

10.B

11.A

12.B

13.C

14.A

15.A

16.B

17.C

18.B

19.A

20.A

二、判斷題（每題2分，共10題）

1.√

2.×

3.×

4.×

5.√

6.×

7.√

8.×

9.√

10.√

三、簡答題（每題5分，共4題）

1.Buildingrapportwithacustomerhelpsestablishtrustandapositiverelationship,whichcanleadtoamoresuccessfulnegotiation.Itallowsthesalespersontounderstandthecustomer'sneedsandpreferences,anditcreatesacomfortableenvironmentforopencommunication.

2.Handlingahesitantcustomerinvolvesactivelisteningtounderstandtheirconcerns,addressingtheirobjectionswithempathy,andprovidingsolutionsoradditionalinformationtoalleviatetheirdoubts.It'salsoimportanttobepatientandnotrushthecustomerintoadecision.

3.Activelisteninginsalesnegotiationsinvolvesfullyconcentratingonthecustomer,understandingtheirmessage,andrespondingappropriately.Itshowsrespectforthecustomer'sopinionsandhelpsingatheringvaluableinformationthatcanbeusedtotailorthesalesapproach.

4.Commonobjectionsmayincludeprice,productfeatures,deliverytime,or