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Sales Negotiation Skills Training Guide

This document outlines the learning objectives, assessments, and homework for a sales negotiation course. The main objectives are to practice negotiation skills through roleplays representing a real client, reflect on negotiating styles, and write an essay. Assessments include a 40% grade for participating in real sales negotiations, a 30% reflective blog, and a 30% individual essay. Homework involves identifying potential customers from networks and drafting customer interview questions to validate needs for a health product called Fabulyzer. Students will present their top targets and draft interview plans to the class.

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445 views6 pages

Sales Negotiation Skills Training Guide

This document outlines the learning objectives, assessments, and homework for a sales negotiation course. The main objectives are to practice negotiation skills through roleplays representing a real client, reflect on negotiating styles, and write an essay. Assessments include a 40% grade for participating in real sales negotiations, a 30% reflective blog, and a 30% individual essay. Homework involves identifying potential customers from networks and drafting customer interview questions to validate needs for a health product called Fabulyzer. Students will present their top targets and draft interview plans to the class.

Uploaded by

eddygon
Copyright
© © All Rights Reserved
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as PDF, TXT or read online on Scribd

Sales Management

and Negotiation
Ed Gonsalves
My Profile

Sales Negotiation &


Negotiation Skills
Learning Objectives

To Conduct REAL SALES negotiations on behalf of a


REAL CLIENT and through this:

To critically reflect on and develop ones own ability to negotiate


To practice negotiation in micro-exercises
To establish an understanding of the basics concepts of
negotiation
To consider, plan and implement negotiations with buyers
To recognise negotiating parties styles of negotiating
To research & write on the differing role of negotiation with buyers
in the charity versus non-charity sectors.

Assessments
a.40% Real Sales Negotiation- Preparation,
Planning & Performance
b.30 % Individual, Reflective Blog about Class
Learning & Out-of-Class Actions & Learning to
include: Personal & Teammates Negotiating style reflection; Team
Negotiation Plan preparation; deployment, components, successes
and failures; Key behavioural changes you wish to pursue & achieved
or failed; Questions sheets/Inventories Team performance
assessment & evaluation...and mire

c.30% Individual Essay

Team Assessment (40%)

In the next weeks you are to prepare and execute


a Sales Negotiation plan to secure Intent-To-Buy
email sign-ups from Customers that you
research, identify and meet for Fabulyzer
Wearables
In each class and on the class blog you will update your progress on
this and describe
your action plan & targets (Next Steps)
results from your previous action plan and targets
reasons for failing to hit all your targets
actions to correct for those failures in your next actions
successful target achievements and reason for that

Homework 1
Customer Long/Short-listing & Identification
[Link] as a team create a long-list of at least 30 potential customers for
Fabulyzers Health Solution Concept from your own networks of accessible
contacts (e.g library search, ask TBS staff & students who live in Barcelona,
friends, family, and who might possibly overlap with any of your teams userprofiles)
[Link] IN Workshop 2 of 30 Potential Customers, Their Needs
and How well they fit criteria & Key Contact Details: Person Name, email,
Address
[Link] of you will from these select 5 favourite buyer personas from your
teams list of 30 and 5 least favoured buyer personas. That is EACH student will
list 5 BEST & 5 WORST of your 30
[Link] the reason for your choices and the 10 personas in Workshop 2.
[Link] as a team prepare the Top 15 targets that you thnk are the likeliest to
convert and what motivates the team members when it comes to selling to these
Top15 and why. in other words present a team rationale for targeting these
persona types.
[Link] 15 minute customer needs analysis interviews for each of these
customers . Share it on the Blog before Workshop 2

In Class 2: Each team will Present


CLIENT-FACING

The name of your clients ie the long-list of 30


Individuals 5 Favourite & 5 Least favourite Personas
Teams Top 15 Targets for Interviews
Client Needs Analysis
A draft 15 minute first-contact customer validation interview
Draft of working agreement statement and present this to the the class

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