Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities > XVI. Sales Negotiation - Pg. 267: Safari Books Online

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Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities

Negotiation at Work: Maximize Your Team’s Skills with 60 High-Impact Activities

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Contents

Table of Contents

Handouts and Overheads

I. Opening Activities

III. Creative Thinking

IV. Negotiation Skills

V. Negotiating Styles

VI. Assertiveness

VII. Questioning Techniques

VIII. Ranking Exercises

X. Case Studies

XI. Negotiation Transcripts

XII. General Exercises

XIII. Needs and Interests

XIV. Difficult People

XV. Boundary Roles

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

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XVI. Sales Negotiation American Management Association / www.amanet.org