Secrets of power negotiating for salespeople: inside secrets from a master negotiator
Gespeichert in:
| 1. Verfasser: | |
|---|---|
| Format: | Elektronisch E-Book |
| Sprache: | English |
| Veröffentlicht: |
Franklin Lakes, N.J.
Career Press
©1999
|
| Schlagworte: | |
| Online-Zugang: | FAW01 FAW02 Volltext |
| Beschreibung: | Includes index. - Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002 Preface: Nothing Happens Until Somebody Sells Something--at a profit -- - The Importance of Negotiating -- - Selling in the New Millennium -- - Win-Win Sales Negotiating -- - Negotiating Is Played by a Set of Rules -- - Beginning Sales Negotiating Gambits -- - Ask for More Than You Expect to Get -- - Bracketing -- - Never Say Yes to the First Offer -- - Flinching -- - Playing Reluctant Seller -- - Concentrate on the Issues -- - The Vise Gambit -- - Middle Sales Negotiating Gambits -- - Higher Authority -- - Avoid Confrontational Negotiating -- - The Declining Value of Services -- - Never Offer to Split the Difference -- - The Hot Potato -- - Trading Off -- - Ending Sales Negotiating Gambits -- - Good Guy / Bad Guy -- - Nibbling -- - Patterns of Concessions -- - Withdrawing an Offer -- - Positioning for Easy Acceptance -- - Writing the Contract -- - Why Money Isn't As Important As You Think -- - Buyers Want to Pay More, Not Less -- - Things That Are More Important Than Money -- - Finding Out How Much a Buyer Will Pay -- - Secrets of Power Sales Closing -- - The 4 Stages of Selling -- - 24 Power Closes -- - Questionable Closes -- - How to Control the Negotiation -- - Negotiating Drives -- - Questionable Gambits and How to Counter Them -- - Negotiating with Non-Americans -- - Negotiating Pressure Points -- - Handling Problem Negotiations -- - Handling the Angry Person -- - Understanding the Other Negotiator -- - Developing Personal Power -- - Understanding the Personality of the Buyer -- - Win-Win Sales Negotiating -- - Also by Roger Dawson -- - Speeches and Seminars In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales |
| Beschreibung: | 1 Online-Ressource (255 pages) |
| ISBN: | 058522689X 1453254137 1564144283 156414500X 9780585226897 9781453254134 9781564144287 |
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| 500 | |a Includes index. - Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002 | ||
| 500 | |a Preface: Nothing Happens Until Somebody Sells Something--at a profit -- - The Importance of Negotiating -- - Selling in the New Millennium -- - Win-Win Sales Negotiating -- - Negotiating Is Played by a Set of Rules -- - Beginning Sales Negotiating Gambits -- - Ask for More Than You Expect to Get -- - Bracketing -- - Never Say Yes to the First Offer -- - Flinching -- - Playing Reluctant Seller -- - Concentrate on the Issues -- - The Vise Gambit -- - Middle Sales Negotiating Gambits -- - Higher Authority -- - Avoid Confrontational Negotiating -- - The Declining Value of Services -- - Never Offer to Split the Difference -- - The Hot Potato -- - Trading Off -- - Ending Sales Negotiating Gambits -- - Good Guy / Bad Guy -- - Nibbling -- - Patterns of Concessions -- - Withdrawing an Offer -- - Positioning for Easy Acceptance -- - Writing the Contract -- - Why Money Isn't As Important As You Think -- - Buyers Want to Pay More, Not Less -- - Things That Are More Important Than Money -- - Finding Out How Much a Buyer Will Pay -- - Secrets of Power Sales Closing -- - The 4 Stages of Selling -- - 24 Power Closes -- - Questionable Closes -- - How to Control the Negotiation -- - Negotiating Drives -- - Questionable Gambits and How to Counter Them -- - Negotiating with Non-Americans -- - Negotiating Pressure Points -- - Handling Problem Negotiations -- - Handling the Angry Person -- - Understanding the Other Negotiator -- - Developing Personal Power -- - Understanding the Personality of the Buyer -- - Win-Win Sales Negotiating -- - Also by Roger Dawson -- - Speeches and Seminars | ||
| 500 | |a In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales | ||
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| 650 | 7 | |a BUSINESS & ECONOMICS / Distribution |2 bisacsh | |
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| 650 | 7 | |a Selling |2 fast | |
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| 650 | 4 | |a Negotiation in business | |
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Datensatz im Suchindex
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| any_adam_object | |
| author | Dawson, Roger |
| author_facet | Dawson, Roger |
| author_role | aut |
| author_sort | Dawson, Roger |
| author_variant | r d rd |
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| bvnumber | BV043142652 |
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| dewey-full | 658.85 |
| dewey-hundreds | 600 - Technology (Applied sciences) |
| dewey-ones | 658 - General management |
| dewey-raw | 658.85 |
| dewey-search | 658.85 |
| dewey-sort | 3658.85 |
| dewey-tens | 650 - Management and auxiliary services |
| discipline | Wirtschaftswissenschaften |
| format | Electronic eBook |
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| illustrated | Not Illustrated |
| indexdate | 2024-07-10T07:18:45Z |
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| isbn | 058522689X 1453254137 1564144283 156414500X 9780585226897 9781453254134 9781564144287 |
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| spelling | Dawson, Roger Verfasser aut Secrets of power negotiating for salespeople inside secrets from a master negotiator by Roger Dawson Franklin Lakes, N.J. Career Press ©1999 1 Online-Ressource (255 pages) txt rdacontent c rdamedia cr rdacarrier Includes index. - Master and use copy. Digital master created according to Benchmark for Faithful Digital Reproductions of Monographs and Serials, Version 1. Digital Library Federation, December 2002 Preface: Nothing Happens Until Somebody Sells Something--at a profit -- - The Importance of Negotiating -- - Selling in the New Millennium -- - Win-Win Sales Negotiating -- - Negotiating Is Played by a Set of Rules -- - Beginning Sales Negotiating Gambits -- - Ask for More Than You Expect to Get -- - Bracketing -- - Never Say Yes to the First Offer -- - Flinching -- - Playing Reluctant Seller -- - Concentrate on the Issues -- - The Vise Gambit -- - Middle Sales Negotiating Gambits -- - Higher Authority -- - Avoid Confrontational Negotiating -- - The Declining Value of Services -- - Never Offer to Split the Difference -- - The Hot Potato -- - Trading Off -- - Ending Sales Negotiating Gambits -- - Good Guy / Bad Guy -- - Nibbling -- - Patterns of Concessions -- - Withdrawing an Offer -- - Positioning for Easy Acceptance -- - Writing the Contract -- - Why Money Isn't As Important As You Think -- - Buyers Want to Pay More, Not Less -- - Things That Are More Important Than Money -- - Finding Out How Much a Buyer Will Pay -- - Secrets of Power Sales Closing -- - The 4 Stages of Selling -- - 24 Power Closes -- - Questionable Closes -- - How to Control the Negotiation -- - Negotiating Drives -- - Questionable Gambits and How to Counter Them -- - Negotiating with Non-Americans -- - Negotiating Pressure Points -- - Handling Problem Negotiations -- - Handling the Angry Person -- - Understanding the Other Negotiator -- - Developing Personal Power -- - Understanding the Personality of the Buyer -- - Win-Win Sales Negotiating -- - Also by Roger Dawson -- - Speeches and Seminars In this revised and updated paperback edition, master negotiator Roger Dawson gives salespeople an arsenal of tools that can be implemented easily and immediately to enable a quantum leap in sales BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Negotiation in business fast Selling fast Wirtschaft Selling Negotiation in business http://search.ebscohost.com/login.aspx?direct=true&scope=site&db=nlebk&db=nlabk&AN=25153 Aggregator Volltext |
| spellingShingle | Dawson, Roger Secrets of power negotiating for salespeople inside secrets from a master negotiator BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Negotiation in business fast Selling fast Wirtschaft Selling Negotiation in business |
| title | Secrets of power negotiating for salespeople inside secrets from a master negotiator |
| title_auth | Secrets of power negotiating for salespeople inside secrets from a master negotiator |
| title_exact_search | Secrets of power negotiating for salespeople inside secrets from a master negotiator |
| title_full | Secrets of power negotiating for salespeople inside secrets from a master negotiator by Roger Dawson |
| title_fullStr | Secrets of power negotiating for salespeople inside secrets from a master negotiator by Roger Dawson |
| title_full_unstemmed | Secrets of power negotiating for salespeople inside secrets from a master negotiator by Roger Dawson |
| title_short | Secrets of power negotiating for salespeople |
| title_sort | secrets of power negotiating for salespeople inside secrets from a master negotiator |
| title_sub | inside secrets from a master negotiator |
| topic | BUSINESS & ECONOMICS / Marketing / General bisacsh BUSINESS & ECONOMICS / Distribution bisacsh Negotiation in business fast Selling fast Wirtschaft Selling Negotiation in business |
| topic_facet | BUSINESS & ECONOMICS / Marketing / General BUSINESS & ECONOMICS / Distribution Negotiation in business Selling Wirtschaft |
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