Discuss what a salesperson should review and analyze during the planning phase of negotiation.
What will be an ideal response?
Before you make a proposal to a client, search your company's sales records to find any reports of previous sales to your prospect or similar businesses. If these records documented the successes and failures of negotiating, you will learn from other salespeople's experience. You should also examine what is valuable to businesses in the prospect's industry, such as service, price, training, discounts, or implementation. During your preparation, review the various bargaining chips available to you. These might include extra services, price flexibility, negotiable fees, optional equipment, and free training.
You might also like to view...
The stage during which a group sets guidelines about issues like attendance and punctuality is the ______ stage.
A. norming B. storming C. forming D. adjourning E. performing
The balance of the owner's capital account in the last two columns on the work sheet includes the net income and the effect of the withdrawals of the current period
Indicate whether the statement is true or false
In the context of positioning errors, when consumers have only a vague idea about the company and its products, and do not perceive any real differentiation, it is called ________.
A. repositioning B. underpositioning C. overpositioning D. uninformed positioning E. fuzzy positioning
The traditional income statement format used for financial reporting is called the contribution margin format.
Answer the following statement true (T) or false (F)