Developing Negotiation Skills in Sales Personnel
David A. StummISBN: 0899302793;
While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The book begins with an overview of the role and importance of skillful negotiation strategy in sales, providing insight into the buyer's perspective. It then focuses on negotiation tactics essential for the effective preparation, application, and closing of a sale.
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