管理资料-市场营销→销售攻心术.ppt

* * * * * * * What is your customer’s BATNA? (What happens if the customer doesn’t buy from you?) Group Work Discussion; Negotiation cases to be provided * * * * * * * * * * * Why? * * * No judgement on way of approach at this stage yet * * * * * Discussion. Why? * * * * * * * * * The purpose of knowing everybody in the room is to make sure all needs, wants and concerns from all corners are covered * Explain why we do each part * Draft Presentation Outline based on needs assessed previously and Role Play * * * * Emphasis here is geared towards hospital than clinics * Emphasis here is gear