Sales Strategies: Negotiating and Winning Corporate DealsKogan Page Publishers, 1998 - 188 oldal Based on over thirty years' experience of corporate sales within blue-chip companies, Sales Strategies examines sales as a key part of business development and corporate strategy, focusing on the negotiation of large contracts in both the manufacturing and service sectors. |
Tartalomjegyzék
Client and opportunity selection | 10 |
qualification | 17 |
Power and decisions | 23 |
Decisionmaking processes | 29 |
Client relationships | 36 |
Factors in building a business relationship | 42 |
Introduction | 48 |
Positioning strategy | 65 |
Communication considerations | 98 |
Planning a customer call | 107 |
Negotiation theory | 136 |
Negotiation practice | 147 |
Negotiation ploys | 160 |
Final thoughts | 176 |
183 | |
187 | |