Title

Brief Summary

How to Negotiate Profit for your Company

As the KAM moves away from simple selling to negotiation, he is taking a fundamental step in terms of influence on the company’s profitability.

How to Negotiate Profit for your Customer

Following the examination of the KAM’s effect upon his company’s profitability, we continue with an examination of how the KAM can also affect the profitability of the customer.

The Negotiation Process

A clear vision of the negotiation process can help the KAM to plan, manage and control profitable negotiation sessions with the buyer.

Team Negotiation

Because of the increasing complexity and category perspective of the supplier/distributor interface, it is essential that KAM and Buyer learn to recognise when functional aspects of the relationship require the involvement of ‘other’ experts within both companies.

Presenting to the Deaf Buyer

Coping with a buyer who refuses to listen to the presentation often causes problems/frustration for KAMs in negotiation.

Dealing with the 'Unprepared' Buyer

As the buyer seldom has sufficient time to plan for a negotiation session, it is important for the KAM to bear in mind that the buyer will attempt to compensate by adopting a stock stance (but not necessarily the same stance) when conducting the session.

How to Deal with the "Prepared" Buyer

The big problem for the buyer wishing to be prepared is that the buyer’s day does not allow much time for real preparation.

How to Ensure Compliance

The following extract shows how to handle a compliance clause in negotiation

Partnership in Practice: Profiling the Customer

Selecting potential customer partners can be made more effective by systematic analysis of the degree of compatibility between both companies.

Coping with the 'Myopic' Buyer

Dealing with a buyer who insists on taking a short-sighted approach to buying by concentrating upon gross margin and sales performance, ignoring the total service package, can present a special problem for KAMs.

Settlement Discounts

How to calculate the % extra discount to offer the customer for a reduction in payment period

How to Negotiate with the Local Customer when an International Retailer Enters the Market

The entry of a ‘single-depot’ international retailer demanding ‘home country’ terms can have a fundamental effect upon the market at local level.