Five audio CDs and an accompanying workbook titled “The Deal Before the Sale” examine core concepts in negotiation for the wholesale-distribution sales professional. Topics covered in the instructional material include the real secret to negotiating success, finding the customer’s least acceptable settlement, the buyer’s added value matrix, the negotiation deadlock, where to negotiate and how to set the stage, face saving, silence, and body language. Each disc ends with a series of frequently asked questions and the answers.
National Association of Wholesaler-Distributors, 1725 K St. N.W., Washington, DC 20006; 202-872-0885; 202-785-0586; www.nawpubs.org (website).