Negotiation for Sales Effectiveness
There has been great emphasis on research related to initiatives such as goal setting, compensation, account management, sales strategy and sales process. In contrast, there has been almost no attention paid to negotiation. This inspired the Strategic Account Management Association (SAMA) and Think! Inc. to benchmark the current state of negotiation against other professional skills and practices in the selling and account managing fields.
The purpose: to measure today's standard of negotiation and suggest how to raise that standard to best practice.
We believe the state of negotiation today is one of unconscious incompetence. In other words, either we aren't aware of a hazard in front of us or we don't realize that the situation ahead is dangerous.
In essence, sales professionals, their leaders and negotiation providers must transform their approach to negotiation.
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