This course on commercial negotiation will help participants become more efficient and consistent with their values and those of their customers, and focus on their relationships.
- Sales agents
- Sales staff
- Start-up companies
- Single-company (dedicated to individual companies)
- Inter-company (open to multiple companies and individuals)
Modes of delivery
- In-class meetings
- Online lessons
- Blended learning (online training and assessment meetings)
|DURATION in hours||28||20||8|
|Why ethical behaviour is effective in sales processes|
|The new paradigms of sales and the evolution of business activities|
|Conflicts of trust and incremental negotiation|
|The foundations of ethical sales|
|Definition of ethical sales and circle of trust|
|The 6 stages in ethical sales|
|Detailed analysis of stage 1|
|Detailed analysis of stage 2|
|Detailed analysis of stage 3|
|Detailed analysis of stage 4|
|Detailed analysis of stage 5|
|Detailed analysis of stage 6|
The course can be structured in either 8-hour full days or 4-hour half days. The interval between lessons goes from a minimum of 7 to a maximum of 30 days, according to specific needs. Between one meeting and the next, participants will be assigned tasks and exercises in order to experience what they have learnt and to engage with the teachers during assessment. The basic principle underlying Passodue training courses is that of training to action: the exercises and case studies discussed in the classroom will be taken from participants’ real lives so that, in addition to their training, they can obtain advice immediately applicable to their roles.
Number of participants
- Max 20 (inter-company)
- Max 15 (single company)
- Max 10 (web)
Participants will realize that negotiations can become more effective through an ethical and honest approach and this will allow them to make peace with their jobs as well as greatly improve their performances. The comprehensive course provides both a strategic overview of business activities in modern markets, and an accurate analysis of all the different stages including the after-sales service. The compact course examines directly the relationship-building stages up to the finalization of the deal and provides practical tools. In the reduced course participants are involved in a digression about the ethical sales method that offers them a new perspective on how to conduct negotiations and manage the relationships with their customers.
Team of trainers
All Passodue trainers have years of corporate experience as consultants, managers or entrepreneurs. The techniques explained are the result of constant research and innovation. The consultants active in this field are Alice Alessandri, Alberto Aleo, Serena Calderoni, Luca Giorgetti and Milena Balzani.
How much does training with Passodue cost?
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We will contact you to give you further information and provide you with an offer on how to set up an effective commercial negotiation consistent with your values and those of your customers in a precise and innovative way.