To complete this assignment successfully, you should:
Phase 3, Step 5, Topic 4: Obtaining Buyer Commitment
In the last topic, you learned: (a) What is the nature of "negotiating" and isn't this something that you are already familiar with and (b) some practical tips on improving your communication skills to facilitate "win/win" negotiations.
Negotiation skills are necessary to handle buyer resistance no matter where it is encountered during the selling presentation. In the last topic, you learned about the first form of negotiating with the customer. Customers often resist your presentation during the middle of the presentation.
This synthesis question asks you to comment on a second form of negotiating with the customer. This is negotiating at the end or "close" of your sales presentation.
The following short questions come directly from your text reading.
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