Negotiating with backbone : eight sales strategies to defend your price and value /

Mostrar otras versiones (1)

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the "procurement buzzsaw" - and it's just been...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Holden, Reed K. (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: Old Tappan, New Jersey : Pearson Education, [2016]
Edición:Second edition.
Temas:
Negotiation in business.
Selling.
Customer relations.
Pricing.
Price fixing.
Négociations (Affaires)
Vente.
Prix > Fixation.
selling.
BUSINESS & ECONOMICS / Industrial Management.
BUSINESS & ECONOMICS / Management.
BUSINESS & ECONOMICS / Management Science.
BUSINESS & ECONOMICS / Organizational Behavior.
Price fixing
Customer relations
Negotiation in business
Pricing
Selling
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Pt. I. The great game of procurement
  • Tough selling : the new normal
  • Buyer tells
  • The basics of the game
  • Understand your foundation of value
  • Develop give-gets
  • pt. II. Eight knock-'em-dead scenraios for winning the game
  • Negotiating with price buyers
  • Negotiating with relationship buyers
  • Negotiating with value buyers
  • Negotiating with poker players
  • pt. III. It's a negotiation, not a surrender
  • Advanced gamesmanship
  • The realities of the game
  • Afterword : The now and future sales opportunity.

Ejemplares similares