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Negotiating with backbone : eight sales strategies to defend your price and value /
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...
| Clasificación: | Libro Electrónico |
|---|---|
| Autor principal: | |
| Formato: | Electrónico eBook |
| Idioma: | Inglés |
| Publicado: |
Old Tappan, New Jersey :
Pearson Education,
[2016]
|
| Edición: | Second edition. |
| Temas: | |
| Acceso en línea: | Texto completo (Requiere registro previo con correo institucional) |
MARC
| LEADER | 00000cam a2200000Ii 4500 | ||
|---|---|---|---|
| 001 | OR_ocn927108288 | ||
| 003 | OCoLC | ||
| 005 | 20231017213018.0 | ||
| 006 | m o d | ||
| 007 | cr unu|||||||| | ||
| 008 | 151028s2016 nju o 001 0 eng d | ||
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| 019 | |a 1017756003 | ||
| 020 | |a 9780134270029 | ||
| 020 | |a 0134270029 | ||
| 020 | |z 9780134268415 | ||
| 020 | |a 9780134270036 | ||
| 020 | |a 0134270037 | ||
| 035 | |a (OCoLC)927108288 |z (OCoLC)1017756003 | ||
| 037 | |a CL0500000664 |b Safari Books Online | ||
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| 049 | |a UAMI | ||
| 100 | 1 | |a Holden, Reed K., |e author. | |
| 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 |
| 250 | |a Second edition. | ||
| 264 | 1 | |a Old Tappan, New Jersey : |b Pearson Education, |c [2016] | |
| 264 | 4 | |c ©2016 | |
| 300 | |a 1 online resource (1 volume) | ||
| 336 | |a text |b txt |2 rdacontent | ||
| 337 | |a computer |b c |2 rdamedia | ||
| 338 | |a online resource |b cr |2 rdacarrier | ||
| 588 | |a Description based on print version record. | ||
| 500 | |a Includes index. | ||
| 505 | 0 | |a 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. | |
| 520 | |a 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 updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations. | ||
| 590 | |a O'Reilly |b O'Reilly Online Learning: Academic/Public Library Edition | ||
| 650 | 0 | |a Negotiation in business. | |
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Customer relations. | |
| 650 | 0 | |a Pricing. | |
| 650 | 0 | |a Price fixing. | |
| 650 | 6 | |a Négociations (Affaires) | |
| 650 | 6 | |a Vente. | |
| 650 | 6 | |a Prix |x Fixation. | |
| 650 | 7 | |a selling. |2 aat | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Industrial Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Management. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Management Science. |2 bisacsh | |
| 650 | 7 | |a BUSINESS & ECONOMICS / Organizational Behavior. |2 bisacsh | |
| 650 | 7 | |a Price fixing |2 fast | |
| 650 | 7 | |a Customer relations |2 fast | |
| 650 | 7 | |a Negotiation in business |2 fast | |
| 650 | 7 | |a Pricing |2 fast | |
| 650 | 7 | |a Selling |2 fast | |
| 776 | 0 | 8 | |i Print version: |a Holden, Reed K. |t Negotiating with backbone. |d Upper Saddle River, NJ : Pearson Education, Inc., [2015] |z 0134268083 |w (OCoLC)907450773 |
| 856 | 4 | 0 | |u https://learning.oreilly.com/library/view/~/9780134270029/?ar |z Texto completo (Requiere registro previo con correo institucional) |
| 938 | |a YBP Library Services |b YANK |n 18067607 | ||
| 938 | |a YBP Library Services |b YANK |n 14856512 | ||
| 938 | |a EBSCOhost |b EBSC |n 1601517 | ||
| 994 | |a 92 |b IZTAP | ||