India
This Course is Expired

Sales Negotiation Skills

This program will help you to understand about the different phases in negotiation.

Course at a Glance

Mode of learning : Short programs-ClassRoom

Domain / Subject : Business & Management

Function : Sales

Starts on : 25th Jul 2014

Duration : 2 Days

Difficulty : Medium

Challenges Faced:

1.Effective handling of :

  • That’s too expensive
  •   What’s your best price?
  •   You will have to do better than that
  •   We give you so much business!
  •   Your competitor is selling the same for…
  •   What’s your discount today?

2. Pressure for increased margins and profits
3.Ability to trade concessions and maximize variables

Key Take Aways

  • A stronger understanding of the different phases in negotiation
  • The negotiation checklist
  • A bank of customer tactics and counter tactics
  • Price-profitability matrix

We offer specially created development oriented solutions in the areas of sales, sales management.Every offering of Mercuri is specially created by combining a range of building blocks developed over many decades that are continuously improved.

The development Programmes address areas of process improvement, skill building and behavioral change required to build the organization’s success in the market place. The development work comprises of three parts of high quality pre-work, solution delivery and committed support in post-solution implementation to translate training into development and consequent efforts and results.

Course eligibility

Who Can Attend ?
Anyone involved in the Sales Negotiating Process

I would like to be contacted regarding this course

Programme Contents

1.Negotiating

  • The definition
  • Different phases of negotiating

2.Preparing

  • The importance
  • What needs to be prepared
  • Analysing own offer
  • Analysing the competition
  • Analysing the customer
  • Negotiating checklist

3.Discussing

  • The Objectives
  • The variables and their importance to each side
  • Establishing position and interest

4.Proposing

  • If….then technique
  • Choosing variables
  • Effect of moving on price

5.Bargaining

  • Handling customers who bargain
  • Customer tactics
  • Sales person’s tactics

6.Negotiating – An Art or Science

  • Price increase Vs. profitability
  • Price decrease Vs. profitability
  • The different styles of negotiating

7.Individual Action Plan

  • Each participant evolves an individual action plan for implementation in his/her job on the basis of discussions in the programme.

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