Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

by Reed K. Holden

Book Overview

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the "procurement buzzsaw" - and it's just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate,...

• Format: Hardcover
• Language: English
• ISBN: 0134268415
• ISBN13: 9780134268415
• Release Date: October 2015
• Publisher: Pearson FT Press
• Length: 208 Pages
• Weight: 1.00 lbs.
• Dimensions: 0.6" x 6.3" x 9.0"