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Negotiating with backbone : eight sales strategies to defend your price and value /
Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement....
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Upper Saddle River, N.J. :
FT Press,
©2012.
|
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
| LEADER | 00000cam a2200000Ia 4500 | ||
|---|---|---|---|
| 001 | OR_ocn810074420 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr unu|||||||| | ||
| 008 | 120917s2012 njua o 001 0 eng d | ||
| 040 | |a UMI |b eng |e pn |c UMI |d OCLCQ |d OCLCF |d OCLCQ |d AU@ |d VT2 |d INARC |d CZL |d OCLCO |d OCL |d OCLCQ | ||
| 020 | |a 9780133064773 | ||
| 020 | |a 0133064778 | ||
| 020 | |z 9780133064766 |q (hardcover) | ||
| 035 | |a (OCoLC)810074420 | ||
| 037 | |a CL0500000166 |b Safari Books Online | ||
| 050 | 4 | |a HF5438.25 |b .H638 2012 | |
| 082 | 0 | 0 | |a 658.8/101 |2 23 |
| 049 | |a UAMI | ||
| 100 | 1 | |a Holden, Reed K. | |
| 245 | 1 | 0 | |a Negotiating with backbone : |b eight sales strategies to defend your price and value / |c Reed K. Holden. |
| 246 | 3 | 0 | |a Eight sales strategies to defend your price and value |
| 260 | |a Upper Saddle River, N.J. : |b FT Press, |c ©2012. | ||
| 300 | |a 1 online resource (xiii, 182 pages) : |b illustrations | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | 0 | |a Print version record. | |
| 500 | |a Includes index. | ||
| 520 | |a Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate. Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals. This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Customer relations. | |
| 650 | 0 | |a Negotiation. | |
| 650 | 0 | |a Pricing. | |
| 650 | 0 | |a Price fixing. | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Négociations. | |
| 650 | 6 | |a Prix |x Fixation. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a negotiating. |2 aat | |
| 650 | 7 | |a negotiation. |2 aat | |
| 650 | 7 | |a Price fixing. |2 fast |0 (OCoLC)fst01076167 | |
| 650 | 7 | |a Customer relations. |2 fast |0 (OCoLC)fst00885533 | |
| 650 | 7 | |a Negotiation. |2 fast |0 (OCoLC)fst01035551 | |
| 650 | 7 | |a Pricing. |2 fast |0 (OCoLC)fst01076230 | |
| 650 | 7 | |a Selling. |2 fast |0 (OCoLC)fst01111969 | |
| 776 | 0 | 8 | |i Print version: |a Holden, Reed K. |t Negotiating with backbone. |d Upper Saddle River, N.J. : FT Press, ©2012 |z 9780133064766 |w (DLC) 2012007845 |w (OCoLC)779740312 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780133064773/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a Internet Archive |b INAR |n negotiatingwithb0000hold | ||
| 994 | |a 92 |b IZTAP | ||