عنوان

Sales negotiations in professional service firms :

شابک

3658044993 (ebook)

شابک

9783658044992 (ebook)

شابک اشتباه

3658044985

شابک اشتباه

9783658044985

شماره

b435237

عنوان اصلي

Sales negotiations in professional service firms :

نام عام مواد

[Book]

ساير اطلاعات عنواني

an exploratory study on agenda setting and issue management /

نام نخستين پديدآور

Mireia Prat

نام خاص و کميت اثر

1 online resource (xiii, 76 pages) :

ساير جزييات

illustrations

عنوان فروست

BestMasters

متن يادداشت

Includes bibliographical references (pages 73-76)

متن يادداشت

This research study brings theoretical insights on real-life negotiations in sales of professional services in Spain and Germany. From the interview data obtained through an exploratory study based on a grounded theory approach, several factors that affect and determine agenda setting and issue management have emerged. It has been spotted that industry standards rather than negotiation strategy determine agenda setting and that issues about content are usually agreed on before negotiating price and bureaucratic conditions, being the degree of "productization" of Professional Service Firms a variable that needs to be taken into account. Moreover, a pattern has been found in sales negotiations of consulting companies dealing with client companies with an organized purchasing department, which has been labeled as "multi-party sequential negotiation model". Contents Agenda setting Issue management Multi-party sequential negotiation Productization of Professional Services Target Groups Researchers and students in the field of business management and negotiation Professional Service Firms' decision makers, Sales Managers, Purchasing Managers and professionals dealing with negotiations The Author Mireia Prat studied Business Management at Universitat Pompeu Fabra of Barcelona, and obtained her Master of Science degree in Management and Marketing at Freie Universität of Berlin

موضوع مستند نشده

Economics

موضوع مستند نشده

Industrial management

موضوع مستند نشده

Marketing

موضوع مستند نشده

Negotiation in business-- Germany

موضوع مستند نشده

Negotiation in business-- Spain

موضوع مستند نشده

Sales management-- Germany

موضوع مستند نشده

Sales management-- Spain

موضوع مستند نشده

Service industries-- Germany-- Marketing

موضوع مستند نشده

Service industries-- Spain-- Marketing

موضوع مستند نشده

BUS-- 041000

موضوع مستند نشده

BUS-- 055000

موضوع مستند نشده

BUS-- 059000

شماره

ويراست

شماره رده

شماره رده

نشانه اثر

نشانه اثر

مستند نام اشخاص تاييد نشده

Prat, Mireia

مستند نام تنالگان تاييد نشده

Ohio Library and Information Network

تاريخ عمليات

20150609113655.0

قواعد فهرست نويسي ( بخش توصيفي )

rda

نام الکترونيکي

نوع ماده

[Book]

تكميل شده

Y