Developing Negotiation Skills in Sales Personnel: A Guide to Price Realization for Sales Managers and Sales Trainers

by D.A. Stumm

While sales negotiation is traditionally considered a formal process conducted by teams of buyers and sellers, this handy reference recognizes that negotiating strategies and techniques are actually required in many instances in day-to-day selling activities as well, and provides advice geared to the salesperson's specific daily needs. The chapters present material in a factual, step-by-step manner so it is easy to assimilate. The work commences with...

• Format: Hardcover
• Language: English
• ISBN: 0899302793
• ISBN13: 9780899302799
• Release Date: October 1987
• Publisher: Praeger
• Length: 162 Pages
• Weight: 1.04 lbs.
• Dimensions: 0.7" x 6.4" x 9.5"