Sales Negotiation Skills That Sell

By Robert E. Kellar

Written for sales professionals, this text outlines a successful sales negotiation process: win-win sales practices; good planning and preparation, strong face-to-face communication skills; and... This description may be from another edition of this product.

• Format: Paperback
• Language: English
• ISBN: 0814479308
• ISBN13: 9780814479308
• Release Date: November 1996
• Publisher: Amacom Books
• Length: 197 Pages
• Weight: 0.75 lbs.
• Dimensions: 9.3" x 0.5" x 6.0"

Customer Reviews

Very good step-by-step

Have read, sold/used and taught using a variety of resources, including Fischer, Ury, Nirenberg, Cohen. Found this to be excellent in providing simple, easy-to-follow tools. "Easy-to-follow" and "simple" are descriptive of his language and explanations. Uses excellent scenarios to illustrate the use of tools, tactics, planning, follow-up, curve of concessions, listing trade-offs, etc. These principles and tools will be effective, if used, in the most complex negotiations.