Taylor's Library

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

By: Newby, Chris.
Publisher: London : Kogan Page, 1998Description: xiv, 188 p. : ill. ; 24 cm.ISBN: 0749427736.Subject(s): SellingDDC classification: 658.8
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.
Item type Current location Shelf location Call number Copy number Status Notes Date due Barcode
Main Collection Taylor's Library-TU

Floor 4, Shelf 26 , Side 2, TierNo 5, BayNo 6

 658.8 NEW (Browse shelf) 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.