Taylor's Library Banner
Image from Google Jackets

Sales strategies : negotiating and winning corporate deals / Chris Newby ; foreword by John Botten.

By: Publication details: London : Kogan Page, 1998.Description: xiv, 188 p. : ill. ; 24 cmISBN:
  • 0749427736
Subject(s): DDC classification:
  • 658.8 NEW
Contents:
1. Client and opportunity selection. - 2. Power and decisions. - 3. Client relationships. - 4. Selling behaviour. - 5. Positioning strategy. - 6. Relationship strategy. - 7. Situation management. - 8. Communication considerations. - 9. Deal-shaping. - 10. Negotiation theory. - 11. Negotiation practice. - 12. Negotiation ploys. - 13. Final thoughts.
Holdings
Cover image Item type Current library Home library Collection Shelving location Shelf location Call number Materials specified Vol info Copy number Status Notes Date due Barcode Item holds Item hold queue priority Course reserves
Main Collection Taylor's Library-TU

Floor 4, Shelf 26 , Side 2, TierNo 4, BayNo 6

 658.8 NEW (Browse shelf(Opens below)) 1 Available SOMAC,37003,03,CL 5000046288

Includes bibliographical references (p. 183) and index.

1. Client and opportunity selection. - 2. Power and decisions. - 3. Client relationships. - 4. Selling behaviour. - 5. Positioning strategy. - 6. Relationship strategy. - 7. Situation management. - 8. Communication considerations. - 9. Deal-shaping. - 10. Negotiation theory. - 11. Negotiation practice. - 12. Negotiation ploys. - 13. Final thoughts.