Business Negotiation and Sales Techniques

Author: Zhou Qiong
Publisher:
Publish Date: 2005-07-01
Features: This book comprehensively and systematically elaborates on the theory and application techniques of business negotiation and sales promotion. The book consists of twelve chapters, with the main content including: Overview of Business Negotiation, Models and Principles of Business Negotiation, Planning and Organization of Business Negotiation, Process and Strategies of Business Negotiation, Negotiation Strategies and Techniques, Introduction to Sales Promotion, Sales Promotion Theories and Models, Customer Identification and Approach, Sales Negotiation, Handling Sales Objections, Sales Closing, and Sales Management. The book's features are systematic, innovative, and practical. Adhering to the principle of sufficient theory, enhanced application, and skill development, it systematically addresses various technical issues in business negotiation and sales practice. Each chapter is organized with sections such as introductory cases, learning objectives, main text, insertable windows, chapter summaries, case discussions, and practical exercises, making it convenient for teaching use. This book can be used by faculty and students of marketing, business, economics, and management majors in higher vocational colleges, higher colleges, and adult higher education institutions. It is also suitable for business professionals as a reference.