Sales strategies :
Newby, Chris.
Sales strategies : negotiating and winning corporate deals / Chris Newby ; foreword by John Botten. - London : Kogan Page, 1998. - xiv, 188 p. : ill. ; 24 cm.
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.
0749427736
Selling.
658.8 / NEW
Sales strategies : negotiating and winning corporate deals / Chris Newby ; foreword by John Botten. - London : Kogan Page, 1998. - xiv, 188 p. : ill. ; 24 cm.
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.
0749427736
Selling.
658.8 / NEW