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Secrets of power negotiating for salespeople : inside secrets from a master negotiator /
In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales.
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Franklin Lakes, N.J. :
Career Press,
©1999.
|
| Temas: | |
| Acceso en línea: | Texto completo |
MARC
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| 100 | 1 | |a Dawson, Roger, |d 1940- | |
| 245 | 1 | 0 | |a Secrets of power negotiating for salespeople : |b inside secrets from a master negotiator / |c by Roger Dawson. |
| 260 | |a Franklin Lakes, N.J. : |b Career Press, |c ©1999. | ||
| 300 | |a 1 online resource (255 pages) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 347 | |a data file | ||
| 500 | |a Includes index. | ||
| 505 | 0 | 0 | |t Preface: Nothing Happens Until Somebody Sells Something--at a profit -- |t The Importance of Negotiating -- |t Selling in the New Millennium -- |t Win-Win Sales Negotiating -- |t Negotiating Is Played by a Set of Rules -- |t Beginning Sales Negotiating Gambits -- |t Ask for More Than You Expect to Get -- |t Bracketing -- |t Never Say Yes to the First Offer -- |t Flinching -- |t Playing Reluctant Seller -- |t Concentrate on the Issues -- |t The Vise Gambit -- |t Middle Sales Negotiating Gambits -- |t Higher Authority -- |t Avoid Confrontational Negotiating -- |t The Declining Value of Services -- |t Never Offer to Split the Difference -- |t The Hot Potato -- |t Trading Off -- |t Ending Sales Negotiating Gambits -- |t Good Guy / Bad Guy -- |t Nibbling -- |t Patterns of Concessions -- |t Withdrawing an Offer -- |t Positioning for Easy Acceptance -- |t Writing the Contract -- |t Why Money Isn't As Important As You Think -- |t Buyers Want to Pay More, Not Less -- |t Things That Are More Important Than Money -- |t Finding Out How Much a Buyer Will Pay -- |t Secrets of Power Sales Closing -- |t The 4 Stages of Selling -- |t 24 Power Closes -- |t Questionable Closes -- |t How to Control the Negotiation -- |t Negotiating Drives -- |t Questionable Gambits and How to Counter Them -- |t Negotiating with Non-Americans -- |t Negotiating Pressure Points -- |t Handling Problem Negotiations -- |t Handling the Angry Person -- |t Understanding the Other Negotiator -- |t Developing Personal Power -- |t Understanding the Personality of the Buyer -- |t Win-Win Sales Negotiating -- |t Also by Roger Dawson -- |t Speeches and Seminars. |
| 588 | 0 | |a Print version record. | |
| 520 | |a In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales. | ||
| 506 | |3 Use copy |f Restrictions unspecified |2 star |5 MiAaHDL | ||
| 533 | |a Electronic reproduction. |b [Place of publication not identified] : |c HathiTrust Digital Library, |d 2011. |5 MiAaHDL | ||
| 538 | |a Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002. |u http://purl.oclc.org/DLF/benchrepro0212 |5 MiAaHDL | ||
| 583 | 1 | |a digitized |c 2011 |h HathiTrust Digital Library |l committed to preserve |2 pda |5 MiAaHDL | |
| 590 | |a eBooks on EBSCOhost |b EBSCO eBook Subscription Academic Collection - Worldwide | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Negotiation in business. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Marketing |x General. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS |x Distribution. |2 bisacsh | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Dawson, Roger, 1940- |t Secrets of power negotiating for salespeople. |d Franklin Lakes, N.J. : Career Press, ©1999 |z 1564144283 |w (DLC) 99029739 |w (OCoLC)41231553 |
| 856 | 4 | 0 | |u https://ebsco.uam.elogim.com/login.aspx?direct=true&scope=site&db=nlebk&AN=25153 |z Texto completo |
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