英语商务谈判-销售谈判技巧入门.ppt

销售谈判技巧入门Sales Negotiation TechniquesA Primer 令谈判出成果的原则 Profitable Negotiation Principles 作计划 Planning 准备谈判工具 Negotiation Tools 策略简介 Introduction to Tactics 结束时有所收获 Gaining Closure 成为谈判高手须具备的素质 What Makes a Good Negotiator  Profitable Negotiation Principles 为每一次谈判做计划 Plan for Every Negotiation 了解这桩生意的重要性和广泛性 How important and extensive is this deal 计划与实际谈判耗时的比率 Ratio of planning time to table time 销售谈判是一个过程而非结果 A sales negotiation is a process, not an event! 弄清自己的目标,首要目标和次要目标各是什么 Know Your Objectives, Primary and Secondary 对谈判要达成的目标心里有数 Know Your Walk-Away Point 令谈判出成果原则--2 Profi