Your Waterstones card is changing, introducing...
TELL ME MORE
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Paperback)
  • Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value (Paperback)
zoom

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

(author)
£21.99
Paperback 208 Pages / Published: 19/05/2015
  • Not available

This product is currently unavailable.

  • This item has been added to your basket
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.

Publisher: Pearson Education (US)
ISBN: 9780134268088
Number of pages: 208
Weight: 299 g
Dimensions: 229 x 152 x 15 mm

You may also be interested in...

The Sales Bible, New Edition
Added to basket
Build a Brand in 30 Days
Added to basket
DotCom Secrets
Added to basket
£11.95
Paperback
Hooked
Added to basket
£12.99
Hardback
Do Purpose
Added to basket
£8.99
Paperback
100 Ideas that Changed Advertising
Added to basket
Growth Hacker Marketing
Added to basket
Sales in easy steps
Added to basket
£10.99
Paperback
Ogilvy on Advertising in the Digital Age
Added to basket
The Sell
Added to basket
£14.99
Paperback
Brilliant Selling
Added to basket
£12.99
Paperback
Copywriting
Added to basket
£19.99
Paperback
Raving Fans!
Added to basket
£7.99
Paperback
How Brands Grow
Added to basket
£22.50
Hardback

Reviews

Please sign in to write a review

Your review has been submitted successfully.