Lybrary.com: ebooks and download videos Search All  Title  Author 
Home / Nonfiction / Business & Economics / Sales & Selling

Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value

$27.99
| £23.42 | €26.84 | Ca$37.53 | Au$38.10
by Reed K. Holden
What is this?DRM-EPUB by download  |  $20.99
What is this?DRM-PDF by download  |  $27.99
add to wish list
Negotiating with Backbone: Eight Sales Strategies to Defend Your Price and Value by Reed K. Holden

B2B sales professionals: resist mindless discounting, level the playing field against tough procurement organizations, and close the deal on your terms! Negotiating with Backbone, Second Edition definitive guide for every sales pro facing the "procurement buzzsaw" – and it's just been updated with even more powerful strategies and techniques! Where traditional purchasing managers negotiated, procurement officials seek to dictate, through multiple tactics with a single intent: to gain unprecedented discounts and concessions. Premier pricing strategist and sales consultant Reed K. Holden gives you the powerful new strategies and tactics you need to protect your margins and get the right deal. Holden guides you through recognizing what purchasing negotiators are really up to, keep value at the forefront of negotiations, and avoiding the mindless discounting that wrecks profitability. Holden details eight strategies for all types of pricing negotiations, including approaches for negotiating with price buyers, relationship buyers, value buyers, and poker players, reverse auctions, and much more. In this Second Edition, he offers extensive new coverage of establishing your foundation of value, and developing crucial give-get options, including value-added services. This book will be an invaluable resource for every B2B sales professional, customer-facing professional, and every executive responsible for leading successful sales organizations.

To view this DRM protected ebook on your desktop or laptop you will need to have Adobe Digital Editions installed. It is a free software. We also strongly recommend that you sign up for an AdobeID at the Adobe website. For more details please see FAQ 1&2. To view this ebook on an iPhone, iPad or Android mobile device you will need the Adobe Digital Editions app, or BlueFire Reader or Txtr app. These are free, too. For more details see this article.


SHARE  Share by Email  Share on Facebook  Share on Twitter  Share on Linked In  Share on Delicious
or call in the US toll free 1-888-866-9150 product ID: 775157

Ebook Details
Pages: 208
Size: 915 KB
Publisher: Pearson FT Press
Date published:   2015
ISBN: 9780134270036 (DRM-EPUB)
9780134270043 (DRM-PDF)

DRM Settings
Copying:of 30 selections every 30 days allowed
Printing:of 30 pages every 30 days allowed
Read Aloud:  allowed

Territory Restrictions
This ebook will NOT be sold to customers with a billing address in:
Afghanistan, Algeria, Belarus, Bosnia and Herzegowina, Congo, Congo (The Democratic Republic of the), Cote D'Ivoire, Cuba, Indonesia, Iran (Islamic Republic of), Iraq, Korea (Democratic People's Republic of), Liberia, Libyan Arab Jamahiriya, Macedonia (The Former Yugoslav Republic of), Myanmar, Nigeria, Sudan, Syrian Arab Republic, Zimbabwe

This product is listed in the following categories:

Nonfiction > Business & Economics > Business Communication
Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling

This author has products in the following categories:

Nonfiction > Business & Economics > Business Communication
Nonfiction > Business & Economics > Marketing
Nonfiction > Business & Economics > Sales & Selling

If you find anything wrong with this product listing, perhaps the description is wrong, the author is incorrect, or it is listed in the wrong category, then please contact us. We will promptly address your feedback.

Submit 5 page SummaryWhat is this?

01/17/2017
© 2017 Lybrary.com