Knowledge and techniques to equip the sales force meet and exceed targets. This is a dynamic and highly informative programme that covers Selling, Negotiation and Relationship Management.
It is inevitable that, from time-to-time, conflict and disagreement will arise. Without negotiation, such conflicts may lead to argument and resentment resulting in unproductiveness. The point of negotiation is to try to reach agreements without causing future barriers to communications. It is a process by which compromise or agreement is reached while avoiding argument. In any disagreement, individuals understandably aim to achieve the best possible outcome for their position and the organisation they represent. However, the principles of fairness, seeking mutual benefit and maintaining a relation-ship are the keys to a successful outcome.
Business relationships involve expected behaviours and communication pat-terns, which are defined in terms of general organizational protocols, as well as by the specific culture of an organization. To be successful, one must master certain essential relationship management skills. Everyone wants to be understood and to understand others. Whether one is a senior executive or a line sales professional, one must have the essential verbal and rapport skills needed to communicate effectively with those whom one would influence.