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I learn a lot from the opposite offers presented by our clients. It says a lot about their business
strategy and it reveals something about the state of their businesses. If one is a keen business-
man, there will be a lot of things that he can learn from opposite offers. They can be regarded
as good. I don’t let any opposite offer ruin by business outlook.

1. As the area supervisor, you are coaching a new agent about how to deal
with opposite offers. Present the following instructions for him:

a. if price is not lowered, decrease the number of ordered units
b. if price is lowered, then increase the number of ordered units

Sample answer:
Welcome to the company, Mr. Soon! I hope that you will do well in making compromises, some-
thing that you will do often in the job. For your first transaction, you have to ask for a good deal
on behalf of our company. You will be talking to the representative of Gold Generation tomor-
row, and I want you to ask him if he can lower the price of our ordered units. If he can lower
the price even for 5%, then I’ll allow you to increase our orders from 30,000 to 50,000 units.
However, if the agent does not give in to our request and the price is not lowered, then you’ll
have to decrease the number of our orders. We can’t afford to place more than 30,000 units for
the price that they pegged. Please do your best in convincing our client to lower their prices.
Use all your persuasive skills. Good luck on your business deal tomorrow, Mr. Soon.

2. Another company wants to present a “better” opposite offer to you. You are
willing to listen. Ask about the following points as you consider buying tele-
vision units from them.

c. Edge in quality
d. Assurance contract
e. Contract preparation
f. Pricing
g. Possible discount

Sample answer:
Mr. Kim, are offering me a better deal than that of your competitor? I hope you won’t disap-
point me, as I have allotted my whole afternoon for this meeting with you. I am very interested
to know more about your product’s edge in quality. Why is it a better product than the rest
in terms of quality? I also want to take a look at your assurance contract? How does it fare
compared to the assurances offered by other companies? Also, if ever our business prospers,
how do we go about contract preparation? I also want to know if the price you have on your
quotation is final or if you could still give us a discount, considering that this is our first business
together. I hope you can address all these questions this afternoon.

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