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There has been great emphasis on research related to initiatives such as goal setting, compensation, account management, sales strategy and sales process. In contrast, there has been almost no attention paid to negotiation. This inspired the Strategic Account Management Association (SAMA) to benchmark the current state of negotiation against other professional skills and practices in the selling and account managing fields. The purpose: to measure today's standard of negotiation for one and their peers and suggest how to raise that standard to best practice.
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