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Negotiating with Backbone Eight Sales Strategies to Defend Your Price and Value

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ISBN-10: 013306476X

ISBN-13: 9780133064766

Edition: 2012

Authors: Reed K. Holden

List price: $21.99
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Description:

Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate.  Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals.  This book is a strategy guide for salespeople to help them level the…    
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Book details

List price: $21.99
Copyright year: 2012
Publisher: Pearson Education, Limited
Publication date: 5/18/2012
Binding: Hardcover
Pages: 208
Size: 6.25" wide x 9.00" long x 0.75" tall
Weight: 1.166
Language: English