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Sales Strategies : Winning and Negotiating Corporate Sales - Chris Newby

Sales Strategies

Winning and Negotiating Corporate Sales

Paperback

Published: 1st December 1998
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Based on over thirty years' experience of corporate sales within blue-chip companies, Sales Strategies examines sales as a key part of business development and corporate strategy, focusing on the negotiation of large contracts in both the manufacturing and service sectors. Good selling in the corporate environment is about effective communication, planning, technique and research. Above all, it is about developing and sustaining long-term business and personal relationships, to the mutual benefit of both client and vendor. For those at senior management level, Sales Strategies illustrates the importance of integrating the firm's sales strategies with its corporate vision of the type of work it wants to perform. Case studies from an impressive array of blue-chip companies demonstrate real-life successes and serve to encourage the energy and commitment that is required from this demanding profession. Written in a lively and engaging style, this book teaches the art of corporate salesmanship from the expert's perspective.

""Real selling is not about closing, it's about selling the best deal to the best client at the best time, and Chris Newby shows you how."" -- Mike McDonald, leading International Sales Trainer

Acknowledgements
Foreword
Preface
Introductionp. 1
Client and opportunity selectionp. 10
Power and decisionsp. 23
Client relationshipsp. 36
Selling behaviourp. 48
Positioning strategyp. 65
Relationship strategyp. 78
Situation managementp. 88
Communication considerationsp. 98
Deal-shapingp. 112
Negotiation theoryp. 136
Negotiation practicep. 147
Negotiation ploysp. 160
Final thoughtsp. 176
Referencesp. 183
Indexp. 185
Table of Contents provided by Blackwell. All Rights Reserved.

ISBN: 9780749427733
ISBN-10: 0749427736
Audience: Professional
Format: Paperback
Language: English
Number Of Pages: 224
Published: 1st December 1998
Publisher: Kogan Page Ltd
Country of Publication: GB
Dimensions (cm): 23.4 x 15.4  x 1.6
Weight (kg): 0.38