The overall goal is to develop and improve the negotiation skills of sales personnel to increase the return on investment on promotional and support dollars spent by the client in the market.
“Professional Sales Negotiation Skills” is a one or two-day seminar program that places heavy emphasis on role-playing and practice exercises to develop the specific skills of participants. Negotiation case studies and scenarios, which can be customized to the clients business situations are used as the basis for the skill building exercises. Each participant, individually or in teams, will be involved in a number of role-play negotiation sessions each of which focuses on a specific dimension of negotiation skills.
A follow-up test of “Professional Sales Negotiation Skills” content is available to assist participants in checking their understandings and to reinforce learning.
A few sample pages from the “Professional Sales Negotiation Skills” Participant Workbook (requires Adobe Acrobat Reader version 6.0 or better)