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Sales involves most or many of the following activities, including cultivating
prospective buyers (or leads) in a market segment; conveying features, advantages
and benefits of a product or service to the lead; and closing the sale (or coming to
agreement on pricing and services). A sales plan for one product might be different
than that for another product.
Sales negotiation is an integral part of consultative selling.
It addresses the bargaining needs of sales professionals. It provides knowledge of
how to engage professional buyers who well-schooled in procurement processes
and negotiation practices that are systematic and cultural. This will enable sales
professionals to bring relationship-based selling to profitable closures.
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