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Negotiation: What's More Valuable; Aptitude? Or is it Attitude?
Scott Roberts has written a negotiation article for sales management that identifies preparation and high expectations as the key components for how really great agreements get negotiated. Scott's article has been posted on Paul McCord's Sales and Sales Management Blog (7/23/09) and is also available from the resource section of the Accordence website listed under negotiation articles.
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"At Eli Lilly and Company, our goal is to have the premier sales and marketing organization in the pharmaceutical industry. Negotiation is a crucial part of the selling process." |
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Vice President, US Sales and Operations
Eli Lilly and Company |
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