professional salesmanship

1. NEGOTIATION

2. Negotiation
 Two parties need to reach agreement on the price
and other terms of the sale.
 Salesperson need to win the order without making
deep concessions that will hurt profitability.

3. Terms of exchanges established in Negotiation
 Routinized exchange- the terms are established by
the administered programs of pricing and
distribution.
 Negotiated exchanged- price and other terms are set
via bargaining behavior, in which two or more
parties negotiate long-term binding agreements.
 PRICE is often the most frequently negotiated issue.
 Other issues are completion time, quality of goods
and services, purchase volume, financing, risk
taking, promotion, and title.

4. When to Negotiate
1. When factors bear not only on price, but also on
quality and service.
2. When business risk cannot be accurately
predetermined.
3. When a long period of time is required to produce
the items purchased.
4. When production is interrupted frequently because
of numerous change.

5.  Zone Agreement- exist when there are
simultaneously overlapping acceptable outcomes for
the parties
 The bargain of price between the seller and the buyer

6. Formulation of Negotiation Strategy
 Negotiation involves preparing a strategic plan
before meeting the other party and making a good
tactical decisions
 NEGOTIATION Strategy- is a commitment to an
overall approach that has a good chance of achieving
the negotiator’s objectives
 Bargaining tactics

7. Relationship Marketing
 The company do not always want to make a sale
immediately.
 To build a long-term supplier-customer relationship
 SPIN Selling-the usage of script that raise a good
question to customers of Neil Rackham
 Situation Questions
 Problem Questions
 Implication Questions
 Need-payoff Questions

8. Why switch to Relationship Marketing
 Not transaction-oriented
 Customers are large and globally oriented
 RM is based on the premises that important
accounts need focused and continuous attention.
 Customer visit or call is important
 Take customers to dinner and make useful
suggestions about business.