SYSTEMIC APPROACH TO IMPROVING THE NEGOTIATION PROCESS IN PERSONAL SALES

Abstract

A major problem in the implementation of personal selling is need to improve the negotiation process. Each party - is individuals who have appropriate social status and personality type This requires the seller to be able to establish relationships and negotiate in a format that helps communicate and reasonably answer the questions of the client. This article analyses the modern methods, approaches and techniques of negotiation. Such approaches allow for more information about the motivation and needs of the client, his personality. Also, these approaches allow flexibility to respond to customer requests promptly make appropriate adjustments in the communication process. The paper offers recommendations for improving the form and content of negotiations. When negotiations must take into account the tone and style of conversation, gestures and preferences of customers, individual characteristics, personality type counterpart. These features take into account the technique of "accession". Improving the content of the negotiations is to use special techniques, approaches and techniques. Such techniques, approaches and techniques can make contact and convince a customer right choice. This is a technology survey techniques "active" listening approaches to overcome objections. In summary, it can be argued that the article in question will lead to improvements in the negotiation process.

Keywords

• особистий продаж
• техніки приєднання
• техніки опитування
• прийоми «активного» слухання
• підходи до подолання заперечень