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The challenges sales specialists and key account managers face when negotiating with their clients today often include:-Massive price pressure and psychological power-tactics-Complex purchasing processes and delayed decisions-Expensive or blocked negotiations and scope creepFailure to deal with these problems successfully can be fatal.Yet many of the traditional sales techniques will not produce successful results when negotiating with the new breed of corporate purchasers, procurement experts and supply chain specialists.By helping you to understand how to effectively deal with their tactics, this book will help you to accelerate, increase and secure your sales revenue and profit.