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An in-depth exploration of the key strategies and tactics employed in successful sales negotiations. It delves into the three main bargaining strategies - distributive, integrative, and mixed-motive - and outlines ten essential negotiation tactics, including preparation and planning, anchor setting, concessions, building rapport, framing, and the use of deadlines and bluffing. Additionally, the document examines the critical functions and qualities of an effective salesman, covering areas such as prospecting, sales presentations, customer relationship management, market research, negotiation, order processing, customer service, and sales reporting. The comprehensive coverage of these sales management concepts equips readers with a robust understanding of the essential elements required to navigate complex negotiations and excel in sales roles. This document serves as a valuable resource for students, professionals, and anyone interested in enhancing their sales and negotiation skills.
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Bargaining strategies and tactics are essential components of successful negotiations. Here are some key strategies and tactics commonly used:
Tactics—
2. Functions and Qualities of a Salesman The functions and qualities of a salesman are critical to the success of any business, as they directly influence customer satisfaction and sales performance. Here are the key functions and qualities: Functions of a Salesman—