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Teach the same four scenarios learners use. Demonstrate, invite a selectable attempt, inspect the misconception, and then offer a reworded scenario. This is a preview guide; real learner submissions and gradebook are not connected.
Open learner view ↗Open printable learner guide ↗Begin by naming the four outcomes. For each lesson, model the fictional decision, reveal the method one step at a time, invite an individual attempt, and discuss why the distractors fail. Allow a fresh attempt after feedback. Reserve the final three scenarios for independent practice.
Use the text-first study guide as the accessible alternate format. No recorded or live delivery is assumed.
Outcome: Ask whether the buyer has a need, decision process, and feasible timing.
A base exchange buyer has shelf space in November, needs a 90-day pilot, and requires vendor setup by September. The seller records the deadlines and qualification requirements before quoting.
Which discovery question is strongest?
Expected choice: 'What is the pilot approval process and timing?'. Process and timing determine whether an opportunity can advance.
If missed: Explain the calculation or decision aloud; then present “Which question helps qualify a retail account?” Correct choice: 'Who approves a new vendor and by when?'.
Discussion prompt: Choose the question that uncovers a real buying constraint. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.
Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.
Outcome: Connect price, volume, replenishment and evidence to the buyer's criteria.
The seller proposes a 12-store, 90-day pilot with a stated case pack, delivery schedule, and a weekly sell-through report. The proposal references the buyer's earlier dates rather than a generic deck.
Which proposal is most actionable?
Expected choice: 'A 12-store 90-day pilot with case pack, lead time and review date'. The pilot has a scope, operations, and evaluation date.
If missed: Explain the calculation or decision aloud; then present “What belongs in a wholesale proposal?” Correct choice: Case pack, price, lead time and review plan.
Discussion prompt: Choose a proposal that is easy for the buyer to evaluate. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.
Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.
Outcome: Distinguish a price objection from a cash, risk, or operational concern.
The buyer says the unit price is high. The seller asks about target shelf price and margin, then offers a smaller pilot and tests whether the economics work before changing wholesale price.
A buyer says 'too expensive.' What is the best first response?
Expected choice: Ask what target, margin or risk drives the concern. Clarification reveals the actual constraint before a concession is priced.
If missed: Explain the calculation or decision aloud; then present “A buyer resists a case-pack size. What should the seller ask?” Correct choice: What shelf and inventory constraints make the pack difficult?.
Discussion prompt: Respond to a margin objection without losing visibility into profit. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.
Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.
Outcome: Separate a positive meeting from an approved purchase order.
The buyer likes the pilot but needs category review by Friday. The seller sends specs and pricing Thursday, records the Friday decision, and does not treat the meeting as booked revenue.
The buyer says 'looks promising' but has not approved the pilot. What should the forecast show?
Expected choice: An opportunity awaiting the stated approval. Positive feedback is not an approved order or collected payment.
If missed: Explain the calculation or decision aloud; then present “A buyer requests samples for review. What has happened?” Correct choice: A qualified next step, not a booked sale.
Discussion prompt: Choose the appropriate forecast stage for an unapproved pilot. Invite a brief verbal explanation. The learner view uses selectable checks and requires no typed submission.
Observe: Can the learner state the decision, identify the relevant facts, and follow the method without cues? A correct guess is not yet evidence of transfer. If a learner misses twice, return to the worked example with new numbers or facts before another attempt.
01 · What should follow a first buyer meeting?
Expected: An assigned next action, owner and date. Defined next steps keep the opportunity verifiable.
02 · A concession lowers contribution below target. What should the seller do?
Expected: Rework scope or terms and verify viability. A sale that cannot support its variable costs and commitments may damage the business.
03 · A sample request is best recorded as what?
Expected: An opportunity with a defined evaluation step. The sample is progress, but approval and a purchase remain open.
Revisit the corresponding lesson on a miss, then use its reworded check. A local completion is formative practice, not a verified grade. The current learner progress stays on the learner’s device and cannot be reviewed or certified here.