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Strategic Sales Negotiations

  • 14 PDU (Business/Strategic)
    PDU対象コース

コース基本情報

コースタイトル Strategic Sales Negotiations
コースコード AMC0011V  
コース種別 集合研修 形式 講義+演習
期間 2日間 時間 9:30~17:30 価格(税込) 137,500円(税込)
主催 トレノケート
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ワンポイント

This course is delivered in English. 

重要なご連絡・ご確認事項

【This course can be delivered online as well using Zoom.】

If the below sign is shown in the “Venue (会場)” column, the seminar will be delivered online and

accessible from your office or home PC or tablet.


  会場 “Live Online"

対象者情報

対象者
・Sales professionals,sales managers,account executives,contract negotiators and anyone involved in negotiation processes and would benefit from this sales negotiation training.
前提条件
□TOEIC Score 650 or Higher

学習内容の詳細

コース概要
Today’s purchasers are more attuned to the “real value” of what they’re buying.

Discover how to influence them and improve your profits!
Regain the seller’s advantage over today’s more sophisticated purchaser with
the help of this strategic sales negotiation training.
Learn the tools,techniques and savvy sales negotiation tactics that enable
you to influence your buyer’s perception of cost,value and benefits.
Close the sale by maintaining a flexible position that successfully counters
your buyer’s negotiating moves.
学習目標
● Discover through sales negotiation training how to improve sales margins and
closing ratios
● Influence how customers view your product’s costs, benefits and value to them
● Anticipate buyer behavior and turn it into an advantage
● Establish your credibility with the buyer
● Develop confidence-building skills that maintain your control of sales
negotiations
● Be ready to justify your price when meeting price specifications
● Use creative advantages to counter competitive offers
学習内容
1. Role of the Professional Salesperson
  - Understand the Difference between Manipulative Selling and Consultative Selling
  - Be Aware of Key Sales Responsibilities of Professional Salespeo-ple

2. Role of the Buyer Defined
  - View the Sales Negotiation Process More Objectively from the Customer's Viewpoint
  - Understand the Concept of Selling Profitable Deals More Fully
and more...

3. Role of the Professional Salesperson Redefined
  - Have a Greater Understanding of a Typical Buyer's Motivation in Most Situations
  - Be More Capable of Differentiating Themselves from Their Com-petition
  - Be More Aware of the Consultative Sales Processes
and more...

4. The Sales Negotiation Process
  - Have Experience in Identifying Elements of an Offering
  - Understand How to Identify Negotiating Chips
  - Be Able to Assess and Define Their Negotiating Authority
and more...

5. Using Powerful Sales Negotiation Planning Tools
  - Understand the Process of Establishing Settlement Ranges in Advance
  - Understand the Concept of Planning for Concessions
  - Be Familiar with the Sales Negotiation Planning Instrument
and more...

6. A Sales Negotiation Exercise
  - Have Practical Experience in Developing Settlement Ranges
  - Have Practical Experience in Identifying Negotiating Chips
  - Recognize the Importance of Planning
and more...

7. Win-Win Sales Negotiations
  - Be Able to Determine If a Sales Negotiation Was a Winner for Both Sides
  - Be Aware of Many Critical Mistakes to Avoid in Sales Negotia-tions
  - Understand the Importance of Following through after the Negotiation Is Completed
and more...

8. Power and Position in Sales Negotiations
  - Know How to Evaluate Relative Strategic Positions of the Parties to a Sales Negotiation
  - Understand Fundamental Strategies for Various Power Posi-tions
and more...

9. Increasing Your Personal Power in Sales Negotiations
  - Be Able to Identify the Four Primary Negotiating Styles
  - Understand the Primary Goals and Fears Which Motivate Each of the Four Styles
  - Be Able to Apply Basic Strategies to Favorably Influence Each of the Four Styles
and more...

10. Case Study: Negotiating a Mutually Profitable Win-Win Sale
  - Have a Greater Appreciation for the Importance of Internal Negotiations
  - Have Additional Experience in Planning Concessions
  - Have Additional Experience in Completing the Sales Negotia-tion Planner
  - Be More Effective in Sales Negotiation Planning
and more...

11. Tips for Achieving Success as a Sales Negotiator
  - Be More Aware of Key Elements Which Lead to Success in Sales Negotiations

12. Tips for Achieving Success as a Sales Negotiator
  - Understand the Process of

ご注意・ご連絡事項

・We may jointly use personal information with our subsidiary Quintegral Ltd. for the purpose of providing our training services and events.
· Please inform us prior to 3 business days (11 days in the case of "Live Online" courses) of the first day of the course in case you need to change the training schedule.