XVI. Sales Negotiation
Success Factors*
Objectives: |
To identify the factors critical to negotiation success and failure |
Time: |
Open |
Group Size: |
2–5 |
Materials: |
Pre-work distributed prior to the program. |
Trainer’s Notes: |
This exercise is ideal when used as a pre-work activity with salespeople. When used this way, it should be sent out at least one week prior to the program. Ask that Parts 1, 2, and 3 be completed prior to the program and brought to the first session. |
|
We suggest using this material early in the program so that it can provide a framework for the remainder of the workshop. |
|
If time is a significant issue, you can use this material without the small-group activity. Just have participants report back on Part 4. |
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