Sales and Negotiation

Vocabulary bank

appeal to

assumed liabilities

bargain

concession

deal

defaulting contractor

distributor

down-market range

enforce

exploratory session

hard sell

maintain relationships with a customer

persuasion

random objection

retailer

reverence

sales force

sales rep

sales team

salesmanship

salesperson

soft sell

sue

up-market

wholesaler

‘win-win’ situation

Key accounts – major clients

Prospects – potential customers

Vocabulary exercises

1. Match these words and phrases with their definitions.

compromise concession counter-proposal deal point to leave something hanging parameters scenario to set something aside tip trade-off adjourn call it a day give a little ground reached a stalemate sticking point where we stand

1. A description of a possible event in the future.

2. A useful piece of information or advice.

3. An agreement that settles an argument when people reduce their demands in order to agree.

4. An exchange involving giving up one thing to get something else.

5. An individual item or element in a negotiation.

6. An offer responding to somebody else’s offer.

7. Fixed limits within which something can or must happen or be done.

8. To delay making a decision about something.

9. To temporarily ignore or not think about a particular fact.

10. Something which is accepted or given up by one side in order to end a disagreement.

11. Arrived at a position where no more progress is possible.

12. Barrier or obstacle.

13. Compromise or make concessions.

14. End the negotiation.

15. Have a break in negotiations.

16. What our position is.

2. Put the following elements of a typical negotiation into a logical order.

ÿ Listen carefully to what the other side says.

ÿ Make trade-offs: you concede something they want for something you want.

ÿ Decide what you want and determine your minimum requirements – what you must get if there is to be an agreement.

ÿ Think about acceptable compromises in relation to expected counter-proposals, and try to imagine the counter-proposals the other side will make.

ÿ Summarize, verbally or in writing, what has been agreed.

Step 11

Banking

Дата добавления: 2015-10-28