Legal Aspects in Sales
This law prohibits unsolicited commercial messages to protect consumers from unwanted emails.
What is the CAN-SPAM Act?
This ethical approach promotes the idea of applying one’s cultural standards universally, regardless of local customs.
What is Ethical Imperialism?
This is a tactic where one party offers a low price to start negotiations, hoping the other side will counter higher.
What is Lowballing?
This method of closing involves summarizing the key benefits of a product before asking for the sale.
What is the Benefit Summary Method?
This type of selling bypasses the established channel, typically to reach a customer directly.
What is Backdoor Selling?
This law regulates the actions of individuals representing others in business transactions.
What is the role of an Agent?
This principle ensures that the actions taken by salespeople are honest and transparent to customers.
What is Ethics?
This term describes a tactic in negotiations where a party focuses on unrelated issues to divert attention.
What is a Red Herring?
This technique is used to prompt a customer to indicate interest, leading closer to a final sale.
What is a Trial Close?
This agreement outlines service expectations between a company and its clients.
What is a Service-Level Agreement (SLA)?
This term refers to payments made to secure favorable treatment, which is illegal in business transactions.
What are Bribes?
This ethical violation involves dishonesty in describing a product or service to influence a sale.
What is Deception?
This tactic in negotiations is used to test an idea without committing fully to it.
What is a Trial Balloon?
This closing cue is seen when the customer shows interest through questions about ownership or pricing.
What are Buying Signals?
This concept describes a situation where a customer feels doubt or regret after making a purchase.
What is Buyer’s Remorse?
This term refers to a legal promise of certain quality or performance standards in a product.
What is an Expressed Warranty?
This act involves exaggerating the benefits of a product in a way that does not constitute a factual promise.
What is Sales Puffery?
This approach involves intense emotional displays to pressure the other party into agreeing.
What is the Emotional Outburst Tactic?
This discount is offered to buyers who make full payment at the time of purchase.
What is a Cash Discount?
This agreement prevents employees from joining or starting a competing business within a certain period.
What is a Noncompete Clause?
This regulation protects consumers from excessive intrusion by sales calls.
What is the Do-Not-Call Registry?
This concept suggests that a business can only sell products at prices it sets, limiting discounting by resellers.
What is Resale Price Maintenance?
This alternative is chosen when a better deal cannot be reached in negotiations.
What is the Best Alternative to a Negotiated Agreement (BATNA)?
This method involves providing two choices to the customer, each leading toward a purchase.
What is the Direct Request Method?
This concept involves ongoing communication with customers after a sale to build relationships.
What is Follow-Up?