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Negotiating With Backbone: Eight Sales Strategies to Defend Your Price and Value
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Bibliographic Detail
Publisher Financial Times Management
Publication date May 28, 2012
Pages 182
Binding Hardcover
Book category Adult Non-Fiction
ISBN-13 9780133064766
ISBN-10 013306476X
Dimensions 0.75 by 6.25 by 9 in.
Availability§ Publisher Out of Stock Indefinitely
Original list price $34.99
§As reported by publisher
Summaries and Reviews
Amazon.com description: Product Description: Sales professionals now confront the most serious threat to their success. Regardless of their size, industry, country, customer type, nature of the relationship or amount of value they provide, sales professionals are finding that purchasing decisions are increasingly being limited by procurement. The modern procurement function is purchasing on steroids. Where traditional purchasing managers negotiated, procurement officials attempt to dictate.  Procurement deploys a variety of tactics designed to do one thing: gain unprecedented discounts and concessions out of even the most sophisticated sales professionals.  This book is a strategy guide for salespeople to help them level the procurement playing field by showing readers how to assess the game procurement plays, describing proven ways to resist discounting and protect margins, demonstrating ways to keep value at the forefront of negotiations, offering targeted tactics to protect hard-earned profits from mindless discounting, and detailing eight strategies effective in any type of pricing negotiation.  This book will be an invaluable resource for B2B sales professionals, customer-facing professionals, and executives responsible for leading successful sales organizations.

Editions
Hardcover
Book cover for 9780133064766 Book cover for 9780134268415 Book cover for 9780521250085
 
2 edition from Financial Times Management (October 22, 2015)
9780134268415 | details & prices | 183 pages | 6.50 × 9.50 × 0.50 in. | 0.90 lbs | List price $34.99
About: B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms!
The price comparison is for this edition
from Financial Times Management (May 28, 2012)
9780133064766 | details & prices | 182 pages | 6.25 × 9.00 × 0.75 in. | 0.95 lbs | List price $34.99
About: Sales professionals now confront the most serious threat to their success.
With Geoffrey Bremner | from Cambridge Univ Pr (October 1, 1983); titled "Order and Chance: The Pattern of Diderot's Thought"
9780521250085 | details & prices | List price $54.95
This edition also contains Order and Chance: The Pattern of Diderot''s Thought
About: This study discovers a pattern to Diderot's thinking, a fundamental dualism attributable largely to the attitudes and assumptions of the time and giving a common structure to his ideas and writing.
Paperback
Book cover for 9780134268088
 
from Financial Times Management (May 28, 2012)
9780134268088 | details & prices | 182 pages | 6.25 × 9.25 × 0.75 in. | 0.60 lbs | List price $34.99
About: Sales professionals now confront the most serious threat to their success.

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