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
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Reviewing Key Concepts
Describe the principles of formal negotiations as part of the win-win strategy
Negotiations play a central role in the selling profession. Generic principles of formal integrative negotiations include preparing for negotiations, knowing the value of what you are offering, understanding the problem, creating alternate solutions, finding some point of agreement, and knowing when to walk away. If a salesperson uses a negotiations worksheet, then it can be much easier to plan systematically.
Describe common types of buyer concerns
Sales resistance is natural and should be welcomed as an opportunity to learn more about how to satisfy the prospect’s needs. Buyers’ concerns often provide salespeople with precisely the information ...
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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.