The Strategic Convergence Of Negotiation And Sales

Topics:
Negotiation
Tags:
Convergence,
Finance,
Free Trade,
Negotiation,
Sales,
Sales Force Management,
Sales Strategy,
ThoughtBridge
Source:
ThoughtBridge

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Overview: From the executive summary: ‘Traditionally, it is seen that sales negotiation is all about reaching final agreement on price and terms. In order to get to that final agreement, a combination of haggling, conceding and discounting is used. Focusing too much on price and terms can end up shrinking deal size, creativity, and ultimately, profitability. In addition, this type of selling behavior can actually hurt valuable customer relationships’. With time the parameters of sales negotiation are changing. The paper discusses strategic convergence of negotiation and sales.

(Is this item miscategorized? Does it need more tags? Let us know.)

Format: PDF | Size: 164KB | Date: Jan 2003 | Pages: 6

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