Selling big to China: negotiating principles for the world's largest market
Morgan, Morry
18,27 €(IVA inc.)
INDICE: Acknowledgments. Introduction. PART ONE: THE KNOWLEDGE. Chapter 1. Target Acquisition Equation. Chapter 2. Needs. Chapter 3. Features. Chapter 4.Benefits. Chapter 5. Goodwill. Chapter 6. Reputation. Chapter 7. Trust. Chapter 8. Agreement. PART TWO: THE SALES CALL. Chapter 9. Checking. PART THREE: THE NEGOTIATION. Chapter 10. Negotiating with Your Target. Chapter 11. Personalities of a Negotiation. Chapter 12. Tactics of Negotiation. PART FOUR: KEEPING YOUR TARGET SATISFIED. Chapter 13. Maintenance. Chapter 14. Handling Complaints. PART FIVE: NOW WHAT? Chapter 15. Execution. Appendix. Bibliography. Index.
- ISBN: 978-0-470-82597-6
- Editorial: John Wiley & Sons
- Encuadernacion: Rústica
- Páginas: 224
- Fecha Publicación: 09/11/2010
- Nº Volúmenes: 1
- Idioma: Inglés