January 2017
Beginner
480 pages
27h 32m
English
book
Selling Today: Partnering to Create Value, 14/e
by Gerald L. Manning, Michael Ahearne, Barry L. Reece
Content preview from Selling Today: Partnering to Create Value, 14/e
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Working with Buyers Trained in Formal Negotiation
13.5 Work with buyers who are trained in negotiation
In recent years, as noted earlier, we have seen an increase in the number of training programs developed for professional buyers. One such course is Fundamentals of Purchasing for the Newly Appointed Buyer, offered by the American Management Association. Enrollees learn how to negotiate with salespeople. Some salespeople also are returning to the classroom to learn negotiation skills. Learning how to negotiate is one of the linchpins of effective selling.46 Acclivus Corporation (www.acclivus.com), a Dallas-based training company, offers the Acclivus Sales Negotiation System for salespeople who work in the business-to-business selling arena. ...
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O’Reilly covers everything we've got, with content to help us build a world-class technology community, upgrade the capabilities and competencies of our teams, and improve overall team performance as well as their engagement.Julian F.
I wanted to learn C and C++, but it didn't click for me until I picked up an O'Reilly book. When I went on the O’Reilly platform, I was astonished to find all the books there, plus live events and sandboxes so you could play around with the technology.Addison B.
I’ve been on the O’Reilly platform for more than eight years. I use a couple of learning platforms, but I'm on O'Reilly more than anybody else. When you're there, you start learning. I'm never disappointed.Amir M.
I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.