06-06-2012, 11:36 AM
Sales Management
Sales Management.ppt (Size: 417 KB / Downloads: 4)
Communication process
Managing body language:
Personal Appearance
Posture
Gestures
Facial Expressions
Eye Contact
Space Distancing
Conflict management skills
Models of conflict
Components of conflict
The conflict resolution process:
- lumping
- avoidance
- coercion
- meditation
- conciliation
- arbitration
- adjudication
- negotiation
Negotiation skills
Situation and timing for negotiations
Formulation for a bargaining strategy
The theory and strategy of principle
negotiations
separate the people from the problem
focus on interests, not on positions
invent options for mutual gains
insist on objective criteria
