9780133064766

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

Reed Holden

ISBN 10: 013306476X / 0-13-306476-X
ISBN 13: 9780133064766
Publisher: FT Press
Publication Date: 2012-05-28
Binding: Hardcover
Editorial Reviews:
Synopsis:

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 procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation.  This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.


 

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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (ISBN: 013306476X / 0-13-306476-X)
Holden, Reed K.; Holden, Reed
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Holden, Reed
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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Hardback) (ISBN: 9780133064766)
Reed K. Holden
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Book Description: Pearson Education (US), United States, 2012. Hardback. Book Condition: New. 234 x 163 mm. Brand New Book. 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 procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations. Bookseller Inventory # AAC9780133064766

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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (ISBN: 013306476X / 0-13-306476-X)
Holden, Reed
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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (ISBN: 013306476X / 0-13-306476-X)
Holden, Reed
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Holden, Reed
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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (ISBN: 013306476X / 0-13-306476-X)
Holden, Reed
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Negotiating with Backbone (Hardcover) (ISBN: 013306476X / 0-13-306476-X)
Reed K. Holden
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Book Description: Hardcover. Book Condition: New. 163mm x 234mm x 21mm. Hardcover. 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 pr.Shipping may be from multiple locations in the US or from the UK, depending on stock availability. 208 pages. 0.424. Bookseller Inventory # 9780133064766

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Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Hardback) (ISBN: 9780133064766)
Reed K. Holden
Bookseller: The Book Depository (Gloucester, UK, United Kingdom)
Bookseller Rating: 5-star rating
Quantity Available: 1

Book Description: Pearson Education (US), United States, 2012. Hardback. Book Condition: New. 234 x 163 mm. Brand New Book. 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 procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation. This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations. Bookseller Inventory # AAC9780133064766

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Negotiating with Backbone Eight Sales Strategies to Defend Your Price and Value (ISBN: 9780133064766)
Reed K. Holden
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Book Description: 2012. Hardback. Book Condition: New. This brand new copy of Negotiating with Backbone Eight Sales Strategies to Defend Your Price and Value by Reed K. Holden should be with you within 6 or 7 working days for UK deliveries. International delivery varies by country. Simple no nonsense service from Wordery. Bookseller Inventory # 9780133064766

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