Negotiation: Organizational Alignment of Strategy and Execution Process

It's not at all uncommon for today's organizations to have established sales strategies and processes.  In fact, only 4.8% of all organizations we polled have no written and formally communicated sales strategy.  Only 14.5% had no step-by-step process to execute that strategy.  Sales process emerged as a necessity when corporations realized that a repeatable, measureable, improvable sales process would enable them to increase revenues in a structured way that relying on the human relationship skills of sellers could not.

Despite the tremendous impact negotiation has on how an organization is viewed by the market as well as on the bottom line, more often than not it is seen as tactical and reactive rather than process-oriented and proactive.

This white paper will give you:

• key elements of the negotiation process
• need-based factors
• effectiveness-based factors
• benefits of negotiation strategy, coupled with a step-by-step process to execute that strategy

Complete the form on the right to have this white paper sent to your email address right away.

Note:  This white paper was completed with the Strategic Account Management Association (SAMA) and the Society for Sales and Marketing Training Professionals (SMT)