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ISBN: 0962128511Издательство: Marketing Education Associates
How to add negotiation strategies to your present selling skills to win more sales. How to cope with buyers who have been trained to squeeze lower prices and more concessions from salespeople. 24 tactics buyers use on salespeople to get concessions andhow to cope with each one. How to plan negotiation strategies using checklists and worksheets provided. 19 techniques for handling buyer resistance. 18 strategies for handling requests for concessions. 8 trade-offs to ask for in exchange for a concession. 7 ways to save a sale when you cannot lower a price.