Mastering Major Account Negotiating

Mastering Major Account Negotiating contains best practice insights from top performing salespeople on how to conduct successful major account sales negotiations. Topics include:

1. building the customer relationship
2. creating and sustaining trust
3. creating a bigger pie
4. planning a negotiating strategy
5. executing a negotiation strategy
6. price discounting and optimizing profitability
7. face-to-face negotiating best practices
8. handling deceptive negotiating tactics