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Think! Inc. - business negotiation, redefined

Archive for November, 2007

Manage Smarter Article - The Bottom Line: Redefining Negotiation
Marie Dudek - November 27th, 2007

Keep your sales team from getting eaten alive

By Dave Stein, Founder, Chairman & CEO, ES Research Group

- as published in Manage Smarter, the online home of Sales and Marketing Management Magazine

Any sales manager will tell you that negotiation is one of the required skills for success in sales. Yet few salespeople are equipped to go one-on-one with the increasingly experienced and tough corporate buyers and purchasing officers with whom they must negotiate in order to make a sale.

Even some companies that provide guidance for pursuing the most complex sales opportunities not only leave money on the table, but allow the perceived value of their brand to be whittled away during negotiations.

To read the rest of this article, click here.

 

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