F​‌‍‍‍‌‍‍‌‍‌‌‍‍‍‌‍‌‌‌‍​rom a young male salesperson’s prospective for Jack Daniels Whisky Company V. Developing a Presentation Strategy B. Negotiating Buyer Concerns This section will cover step four negotiation on page 272 – figure 13.1 1. Anticipate buyer concerns. List probable buyer concerns and how they will be addressed. The list should include at least three buyer concerns. Follow figure 13.3 on page 277 as a guide. 2. Plan negotiating methods​‌‍‍‍‌‍‍‌‍‌‌‍‍‍‌‍‌‌‌‍​Discuss the specific negotiating methods that should be used by your sales people. List the method and discuss how it should be used to address the concerns raised in #1. 3. initiate presentation Discuss what aspects of the presentation are flexible to meet buyer concerns and continue negotiations

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