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Copyright > Copyright - Pg. vii

Contents XV. Boundary Roles........................................................................................................... Boundary Roles Exercise 1: The Boundary Role............................................................. Boundary Roles Exercise 2: The Adams' Paradox.......................................................... Boundary Roles Exercise 3: Departmental Assessment..................................................... XVI. Sales Negotiation........................................................................................................ Sales Negotiation Exercise 1: Success Factors ........................................................ Sales Negotiation Exercise 2: Sales Practices Assessment ...................................... Sales Negotiation Exercise 3: Features, Advantages, Benefits, Proof .................... Sales Negotiation Exercise 4: The Approach Piece ................................................ Sales Negotiation Exercise 5: Product Knowledge Jeopardy ................................. Sales Negotiation Exercise 6: Give It to Me . . . I Want It! ..................................... Sales Negotiation Exercise 7: What Does It Take to Be a World-Class Salesperson? ............................................................................................................ Sales Negotiation Exercise 8: The Sales Presentation Role Play ............................ Sales Negotiation Exercise 9: Selling Skills Inventory ............................................ Sales Negotiation Exercise 10: Peer Group Review ................................................. Appendix: Practice Negotiations ......................................................................................... The New Financial Reporting System: DANA KENT ................................................ 253 255 259 263 267 269 273 277 281 287 293 301 309 323 335 341 343