Practice Test Geeks(IS) Inbound Sales Certification Practice Test
← All IS Flashcard Decks

Conflict Resolution & Negotiation Flashcards

7 cards from real IS practice questions. Tap to flip, then mark Knew It or Still Learning — missed cards come back until you master them.

Read the first 7 Conflict Resolution & Negotiation flashcards as text

  1. A prospect says your price is too high compared to a competitor. What is the most effective inbound sales response?

    Answer: Ask what value they expect for their budget

    Understanding the value the prospect expects helps you reframe the conversation around ROI rather than competing on price alone.

  2. During a negotiation, a buyer becomes emotional and raises their voice. What should an inbound sales rep do first?

    Answer: Acknowledge the buyer's feelings and allow them to express concerns

    Acknowledging emotions de-escalates tension and shows empathy, making the buyer feel heard before problem-solving begins.

  3. What does 'BATNA' stand for in negotiation theory?

    Answer: Best Alternative To a Negotiated Agreement

    BATNA (Best Alternative To a Negotiated Agreement) defines the fallback option if a deal cannot be reached, giving both parties negotiating leverage.

  4. A prospect insists on a contract term your company cannot fulfill. Which conflict resolution approach is most appropriate?

    Answer: Explain why the term is impossible and present alternative solutions

    Transparently explaining limitations while offering alternatives maintains trust and keeps the negotiation constructive.

  5. Which negotiation style focuses on finding solutions that benefit both parties rather than competing for the largest share?

    Answer: Integrative negotiation

    Integrative negotiation seeks mutual gains by addressing both parties' underlying interests, not just surface positions.

  6. When a prospect raises a last-minute objection just before closing, the best inbound sales approach is to:

    Answer: Pause, validate the concern, and address it directly before proceeding

    Validating and resolving a late-stage objection prevents buyer's remorse and builds confidence in the decision.

  7. In an inbound sales context, what is the primary purpose of asking clarifying questions during a conflict?

    Answer: To gather information needed to diagnose and resolve the root cause of the issue

    Clarifying questions uncover the root cause of a conflict, enabling a targeted and effective resolution.