Benefit Argumentation in a Buying centre situation
Seminar objectives
The participants
- know and identify the different persons of a buying centre
- recognize the influence of presenting benefits to the consciousness of price/performance for investment goods or high-tech products
- speak to the different persons of a buying centre corresponding to their motives and to their demand
- recognize the importance of listening and visualisation
- improve their rhetoric ability in price negotiations
- know the basis of effective time management and will use this knowledge for their personal time management
- optimize their personal operating strategies
Contents
- Buying centre concept
- Identification of the persons of a buying centre
- Decisive behaviour
- Argumentation corresponding to motives and demand
- Promoter- / opponent model
- Rhetoric training
- Visualization, listening
- Basis of time management
Methods
- Lectures
- Group work
- Spot training
- Role-play
- Feedback round
Organisation
- Target groups
- Sales representatives
- Duration
- 2 days
Description of the seminar "Benefit Argumentation in a Buying centre situation" as PDF-Download 
