Negotiating Skills for Sales People

Australian Institute of Management WA
Perth, WA, Australia

Course Format: Classroom | E-learning | Virtual Class | Online/Live | On-site/In-house | Blended | Self-paced

Course Description:

'' Many salespeople spend a large percentage of their time in negotiations with varying degrees of success. This program will help you develop the skills to increase the likelihood of success and enable you to leave the negotiation on a win-win basis, which is so essential for the establishment of long term relationships with clients.

Content
Strategies/tactics
Conflict handling
Types of influence
Negotiator styles
Climate setting
Stages in negotiations
Identifying client needs
Questioning techniques
Planning
Practical exercises
Application planning.
Learning Outcomes
As a result of attending this program, participants should be able to:
Set clear objectives for a negotiation
Plan strategy and determine environment
Identify and use tactics and counter tactics
Recognise the phases of negotiation
Settle issues and implement agreement. ...''

Elements of this syllabus are subject to change.

Phone:(618) 9383 8000

School Address/Venue(s):

The Australian Institute of Management
76 Birkdale Street
Floreat
Western Australia 6014

Jobs & Resumes: Perth
Houses & Roommates: Perth
Travel Agencies: Perth

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