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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Currencies in Complex Selling Situations

In some customer situations, there may be levels of complexity that provide greater opportunities to offer currencies. If you look at the transaction from the customer’s perspective, you might ask:

  • How can we make it easier to do business with us?

  • How does this customer receive our goods and services?

  • What do they do with these after they receive them?

  • How do they distribute and sell to their customers?

In thinking through these questions, Tom Reilly, in his Value-Added Selling[4] series describes at least six types of potential currencies:

  1. Purchasing: What can I do to help my customer purchase and pay for my products or services? An electronics firm, for example, takes credit cards (versus invoice and purchase order numbers) from customers to expedite delivery. Also, some firms use blanket purchase orders.

  2. Inbound logistics: What can I do to help my customer receive my products or services? A parts manufacturer participates in the customer’s just-in-time inventory program by establishing a demand-based ordering system.

  3. Operations: What can I do to help my customer use my products or services? A software supplier provides on-site training during the installation and implementation phase.

  4. Outbound logistics: What can I do to help my customer distribute my products or services? A healthcare products distributor provides barcode labels to conform to the drugstore chain’s inventory and distribution system.

  5. Marketing and sales: What can I do to help ...

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