Delivering Profitable Sales: How UPS Managers Build the Bottom Line by Leveraging Sales Negotiation Skills in the Field

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Provided by: BayGroup
Format: PDF
When UPS, the world's largest package delivery company, sells to and services its customers, profitability and customer satisfaction depend on effective negotiation on the part of its sales professionals. Like many corporations, UPS has implemented classroom training to build negotiation skills. In the process it demonstrated that getting a measurable return on a sales training investment depends on supporting effective sales training with systematic management action in the field.
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