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{\author mohanap}{\operator mohanap}{\creatim\yr2011\mo7\dy19\hr11\min13}{\revtim\yr2011\mo7\dy19\hr11\min15}{\version1}{\edmins2}{\nofpages2}{\nofwords319}{\nofchars1824}{\*\company EK}{\nofcharsws2139}{\vern24689}}\ltrsect 
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\rtlch \af1 \ltrch \f1\insrsid10241120 Course Specifications
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\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Course length: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 0.5 day(s)
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\rtlch \af1 \ltrch \f1\insrsid10241120 Course Description
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\b\f1\fs20\insrsid10241120 Course Objective: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 You will apply sales negotiation strategies when interacting with customers to achieve a mutually beneficial outcome.\line \line }{\rtlch \ab\af1\afs20 
\ltrch \b\f1\fs20\insrsid10241120 Target Student: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 This course is targeted to sales professionals within any industry. \line \line }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Prerequisites: }
{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 This course assumes students are professionals who are not new to sales and have field experience and utilize the selling process. }{\rtlch \ab\af1\afs20 \ltrch 
\b\f1\fs20\insrsid10241120\charrsid10241120 
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\rtlch \af1 \ltrch \f1\insrsid10241120 Hardware Requirements
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If you wish
 to use the overheads provided on the CD-ROM, you will need to set up a computer for yourself. If time allows and you wish to use the business simulations provided on the CD-ROM in the classroom, you will need to set up a computer for each student partici
pating in the class. 
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\rtlch \af1 \ltrch \f1\insrsid10241120 Software Requirements
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\ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120\charrsid10241120 Each computer requires the following software}{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 :
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\jclisttab\tx720\aspalpha\aspnum\faauto\ls2\adjustright\rin0\lin720\itap0\pararsid10241120 \rtlch \af0\afs24\alang1025 \ltrch \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Microsoft \'ae
 Windows Vista\'ae, Windows \'ae XP (Professional or Home Edition), Windows 2000, Windows 7, orApple\'ae MacOS\'ae X10.4 (or higher). 
\par {\listtext\pard\plain\ltrpar \rtlch \af1\afs20 \ltrch \f3\fs20\insrsid10241120 \loch\af3\dbch\af0\hich\f3 \'b7\tab}Microsoft \'ae Internet Explorer\'ae 7 (or higher), Mozilla\'ae Firefox\'ae 2 (or higher), or Apple\'ae Safari \'ae
 2 (or higher), with pop-up blocking turned off. 
\par {\listtext\pard\plain\ltrpar \rtlch \af1\afs20 \ltrch \f3\fs20\insrsid10241120 \loch\af3\dbch\af0\hich\f3 \'b7\tab}Adobe\'ae Flash\'ae Player 8 (current version recommended). 
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\rtlch \af1 \ltrch \f1\insrsid10241120 Course Objectives
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\b\f1\fs20\insrsid10241120\charrsid10241120 Upon successful completion of this course, students will be able to: 
\par {\listtext\pard\plain\ltrpar \rtlch \af1\afs20 \ltrch \f3\fs20\insrsid10241120 \loch\af3\dbch\af0\hich\f3 \'b7\tab}}\pard \ltrpar\ql \fi-360\li720\ri0\sb100\sa100\sbauto1\saauto1\widctlpar
\jclisttab\tx720\aspalpha\aspnum\faauto\ls3\adjustright\rin0\lin720\itap0\pararsid10241120 {\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 prepare for negotiation. 
\par {\listtext\pard\plain\ltrpar \rtlch \af1\afs20 \ltrch \f3\fs20\insrsid10241120 \loch\af3\dbch\af0\hich\f3 \'b7\tab}recognize and understand tactics, utilize counteractions, and develop strategies. 
\par {\listtext\pard\plain\ltrpar \rtlch \af1\afs20 \ltrch \f3\fs20\insrsid10241120 \loch\af3\dbch\af0\hich\f3 \'b7\tab}negotiate an agreement. 
\par }\pard\plain \ltrpar\s3\ql \li0\ri0\sb100\sa100\sbauto1\saauto1\widctlpar\aspalpha\aspnum\faauto\outlinelevel2\adjustright\rin0\lin0\itap0\pararsid10241120 \rtlch \ab\af0\afs27\alang1025 \ltrch \b\fs27\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {
\rtlch \af1 \ltrch \f1\insrsid10241120 Course Content
\par }\pard\plain \ltrpar\ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\pararsid10241120 \rtlch \af0\afs24\alang1025 \ltrch \fs24\lang1033\langfe1033\cgrid\langnp1033\langfenp1033 {\rtlch \ab\af1\afs20 \ltrch 
\b\f1\fs20\insrsid10241120 Lesson 1: Preparing for Negotiation}{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 
\par }\pard \ltrpar\ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\pararsid10241120 {\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 1A: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 The Negotiation Process 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 1B: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Analyze Your Customer 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 1C: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Determine the Elements of an Offer 
\par }\pard \ltrpar\ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\pararsid10241120 {\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Lesson 2: Utilizing Tactics, Counteractions, and Strategies}{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 
\par }\pard \ltrpar\ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\pararsid10241120 {\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 2A: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Identify Buyer Tactics 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 2B: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Utilize Counteractions 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 2C: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Develop Negotiation Strategies 
\par }\pard \ltrpar\ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0\pararsid10241120 {\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Lesson 3: Negotiating an Agreement}{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 
\par }\pard \ltrpar\ql \li720\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin720\itap0\pararsid10241120 {\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 3A: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Develop the Offer 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 3B: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Present the Offer 
\par }{\rtlch \ab\af1\afs20 \ltrch \b\f1\fs20\insrsid10241120 Topic 3C: }{\rtlch \af1\afs20 \ltrch \f1\fs20\insrsid10241120 Close the Negotiation 
\par }\pard \ltrpar\ql \li0\ri0\widctlpar\aspalpha\aspnum\faauto\adjustright\rin0\lin0\itap0 {\rtlch \af0 \ltrch \insrsid14496393 
\par }}