Sales Negotiation

Business Skills Training Overview

You will apply sales negotiation strategies when interacting with customers to achieve a mutually beneficial outcome.

Course Objective:

Upon successful completion of this course, students will be able to:

  • prepare for negotiation.
  • recognize and understand tactics, utilize counteractions, and develop strategies.
  • negotiate an agreement.
Prerequisites

This course assumes students are professionals who are not new to sales and have field experience and utilize the selling process.

Target Student;

This course is targeted to sales professionals within any industry.


Hardware Requirements

If you wish to use the overheads provided on the CD-ROM, you will need to set up a computer for yourself. If time allows and you wish to use the business simulations provided on the CD-ROM in the classroom, you will need to set up a computer for each student participating in the class.
  • At least 512 MB of RAM.
  • A Pentium® III with 500 MHz (or better), or Macintosh® Intel-based or PowerPC G4 (or better) processor.
  • A monitor capable of 1024 x 768 screen resolution and 32-bit color display.
Software Requirements

Each computer requires the following software:
  • Microsoft ® Windows Vista®, Windows ® XP (Professional or Home Edition), Windows 2000, Windows 7, orApple® MacOS® X10.4 (or higher).
  • Microsoft ® Internet Explorer® 7 (or higher), Mozilla® Firefox® 2 (or higher), or Apple® Safari ® 2 (or higher), with pop-up blocking turned off.
  • Adobe® Flash® Player 8 (current version recommended).
  • Adobe® Flash® Player8 (current version recommended). .
Course duration

0.5 Day(s)


Business Skills Training outline

Lesson 1: Preparing for Negotiation
  • Topic 1A: The Negotiation Process
  • Topic 1B: Analyze Your Customer
  • Topic 1C: Determine the Elements of an Offer
Lesson 2: Utilizing Tactics, Counteractions, and Strategies
  • Topic 2A: Identify Buyer Tactics
  • Topic 2B: Utilize Counteractions
  • Topic 2C: Develop Negotiation Strategies
Lesson 3: Negotiating an Agreement
  • Topic 3A: Develop the Offer
  • Topic 3B: Present the Offer
  • Topic 3C: Close the Negotiation/

Wintrac Inc.
16523 SW McGwire Ct.
Beaverton OR 97007
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