The art of negotiation requires that people know the definitions of some confusing terms. Reservation price, BATNA, surplus, demand, ZOPA – these words can easily overwhelm a new negotiator. However, once you know the simple definitions of these not-so-simple words like “Reservation Price”, you will be able to use them with ease and authority and […]
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Many people say cold calling is a dead practice. With the rise of social media, email, and internet marketing, it’s easy to dismiss good old-fashioned phone calls as unnecessary. The stress of collecting phone numbers, making multiple calls to unexpecting strangers, and facing anger and hang-ups just isn’t worth the low sales yield. However, many
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Negotiation is a critical business skill for all sectors of an organization, from sales representatives to high-level leadership. However, for an optimal learning experience, a negotiation course or program requires more than PowerPoint lectures and worksheets. For a negotiations skills training course to be as effective as possible, students must obtain hands-on experience, learn tools
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When creating a brand, understanding your consumers’ needs is imperative for a successful campaign. Prior to distributing goods to the public, however, businesses need to spend some time researching how their product or service can answer their consumers’ needs. A sales analysis positions a business to become a prominent force within the market because it
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We understand that conducting contract negotiations can be overwhelming at times. Emotions can run high, and one party may feel as though their ideas are not being heard. Learning to approach talks in a more positive way, using principled negotiation, will help to avoid conflict. When you are at the negotiating table and you see
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In a perfect world, prospects will accept your sales pitch without reservation and come to an agreement about price and other factors, becoming a revenue-generating customer. However, we know that negotiations rarely work out that way – otherwise there would be little need for sales training and the art of negotiation. We know that one
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In some cases, such as when there is a fixed amount of value on the table, distributive negotiation is the preferred method to reach a desired outcome. While integrative negotiation typically involves several complex factors, distributive negotiation involves a process where the outcome revolves around one factor, such as price. For example, you might use
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The right approach to a negotiation can make the difference between striking a deal and coming out with two parties disappointed. Integrative negotiation, or interest-based negotiation, tends to be the more fruitful of the two, because it tends to find common ground and come to a resolution that makes both parties involved happy. Here’s what
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It’s no secret that sales is a competitive field. In a technology-driven mobile environment, the industry is more dynamic than ever. Sales reps must make use of a variety of techniques to make the most of their efforts – this applies not only to closing a deal, but with sales prospecting itself. Learn the
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A certification means you have successfully completed the coursework and have mastered a particular skill set. While the pharmaceutical sales industry does not require a specific degree, there are ways to show you have mastered what you need to know. Take a quick look at why having a pharmaceutical sales certification can benefit your career
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