02-Negotiating with an Association Exec

02-Negotiating with an Association Exec

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Role-Playing Module: Negotiating with an Association Exec

You will introduce this scenario using the facilitator’s guide, with one team member playing the role of the sales manager and the other an associate exec client-prospect.

Your team will learn how to identify decision makers who are actually authorized to sign contracts, to tactfully deal with information collectors not authorized to sign, and to get the non–decision maker to influence the sale on their behalf.

(10–15 minutes)