3 4 market real Gonglue ② - to win the first time the success of the negotiations.docVIP

 PAGE \* MERGEFORMAT 19 3 4 market real Gonglue ② - to win the first time the success of the negotiations In three or four markets, mopping, many marketing people in pre-market research, information filtering, to develop methods of selection done what the article, but during a time when the first negotiations are headed for the rocks. Is either proportional to hope and disappointment, either Luohuayouyi water mercilessly, either racking their brains to the head or someone else’s ‘adopted son’. Three, four mop-war market, pinpoint targets is important, but how to spend the cost of occupying positions in at least more important - to win an initial victory in the negotiations? Co-operation to eliminate the initial target customers do not trust the brand, suspected product quality, question the sales of security, worried about factory sales and service, and so on? This article will address the issue of 11 or more analytical. A prelude to negotiations 1, the first battle of the complete information about finishing the pre-negotiation Based on the 1 ‘to develop the principles and steps’ by the method described, the information will be collected according to three categories: operating conditions (brand, financial strength, main business, sales ability, marketing awareness, promotional capabilities Circle status, etc.) ; connections (with the relationship between the brand manufacturers, competition between enemies and friends, social relations, engineering, networks); personal information (personality, hobbies, taboos, birthday) to organize, a comprehensive analysis of the negotiations to find a breakthrough. According to available information and the purpose of negotiation, analytical balance interests of both sides to prepare three sets of negotiations, both sides can accept an alternative. _____ Dealer Analysis Table Details of the types described in Resolution Problems The operation of business products (specify the business product category) Brand pose (e