Selling and Negotiation Skills

ISBN Number : 978-93-5097-071-3

Student Price : Rs.150

Student Dollar Price : 6$

Library Price : Rs.575

Library Dollar Price : 23$

Book Edition : First

Year of Publication : 2012

No. Of Pages : 134

About The Book

An age old theory claims `Sales is all about negotiations` while there is another school of thought which emphasizes on `Every negotiation has a strong selling component to it`. Both these chains of thought are absolutely right in their own way. As we feel that both the concepts are inter−woven, and their interdependency is inevitable we have covers each of them, with the help of numerous live examples along with real life experiences.

This book will help the student fraternity trying to get their footholds in the corporate world as well accomplished sales professionals attempting to surge upwards on the ladder of growth to get their concepts refreshingly clear and in the process enabling the use of the same in the real world. In simple words a must read for every student and sales professional.

Book Content of Selling and Negotiation Skills
1. Negotiation
2. Negotiation Strategies
3. Selling Skills
4. Selling to Superiors
5. Selling to Peer Groups, Teammates and Subordinates
6. Conceptual Selling, Strategic Selling
7. Body Language
Case Studies
References

About The Author

Sumit Kati hails from Gadag which a village in rural Karnataka. He did his basic education in Mumbai after which he spent a few years in Kolhapur where he completed his B. E. in Electronics from Shivaji University in 2004 with a First Class. He thus had a combined experience of education in a small town as well as a metro.

Subsequently he moved back to Mumbai and did his post graduation in the field of Marketing Management with NMIMS. He also pursued a diploma in financial advising and is a Certified Financial Planner. He is also certified from NCFM for various modules related to Capital Markets and commodities. He thus has a rare educational mix of engineering, marketing and finance.

Sumit has utilized his diverse educational background well and has worked in various industries. His profile has varied from a sales professional to a financial consultant to a training manager. In a short span of 5 years he has acquired a multi dimensional experience which stands him in good stead through this book.

He is currently employed with NIS Sparta Ltd which is part of the Reliance ADAG. He is working here in the capacity of Group Consultant for the financial markets content team wherein he also responsible for designing curriculum for various Post graduate courses in Management. He is very passionate about his writing which is highly evident as you will observe once you go through the book.

Vikesh Ramchandani was born and brought up in Mumbai and has lived there throughout his life. He completed his basic schooling in Bandra and spent his junior college years in the south of Mumbai thus experiencing life in the suburbs and town at an early age. In addition to being brilliant in academics he was also an avid sportsperson excelling in various outdoor games at the college and university level.

After completing his B.E in Electronics from the Mumbai University with a First Class with Honors, he decided to digress from the conventional engineering job and took up a career in sales and marketing instead. He started his professional career in 1993 with HCL Ltd. and his fruitful stint lasted for 4 years with the HCL group. In 1997 he switched to join Canon India Pvt. Ltd. which had just begun its operations in India.

He also pursued his post graduation later in the field of Marketing Management with NMIMS and secured the first rank in the entrance as well as the management course. Currently he is still employed for the last 12 years with Canon India Pvt. Ltd. as a Senior Regional Manager handling Western India.

His total experience of 16 years in the field of sales and marketing has given him a wealth of experience and expertise which he has shared through this book. Also his travel throughout India and to many a foreign land has enabled him to enrich his experience across cultures and boundaries and this is evident through the diverse examples in the various chapters. His lucid language make the content very crisp and easy to absorb and imbibe which should ensure reading this book is a very pleasurable experience.

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