Dear Member Companies and Friends,
The Swedish Chamber of Commerce invites you to a Seminar on the Topic;
"Negotiating Profitable Business Agreements in a Tough Economy"
In challenging times, it is inevitable that your salespeople will be pressured by their clients to offer steeper discounts. Given the difficulty in finding new business, many salespeople will be very receptive to such requests and will lobby their sales managers for price breaks in order to "retain a valued customer". In China, many salespeople complain that even when the economy was growing, customers tended to be overwhelmingly price-focused.
Unfortunately this is the very time when we need to be maximising our margins from each sale and not letting customers push us even closer to the brink. This presentation will explore AchieveGlobal?s latest research (incorporating insights not only from salespeople and sales managers, but also procurement professionals) into how negotiating has increased in complexity and what salespeople need to do to effectively navigate this critical phase of the selling process. We will share strategies and best-practices for ensuring that every negotiation does not end in lower-margin business, as well as explore how these ideas are likely to help us address some of the unique cultural aspects of negotiating in China.
About the speaker
Roy Magee, Vice President, Asia at AchieveGlobal has over 15 years of professional experience in the Asian region. Roy has worked with a broad range of clients to develop and implement training which accelerates the execution of business strategies and improved business results.
In his current role as Regional Vice-President and based in Singapore, Roy is responsible
for managing AchieveGlobal's wholly owned Asian operations and is tasked with improving the brand?s presence and growing market share in key markets.
During his career with AchieveGlobal, Roy has orchestrated large-scale projects involving extensive customization, delivery in multiple markets and collaboration with alliance partners and affiliated operations. He has successfully sold to Fortune 500 companies in the consumer, industrial, pharmaceuticals and technology sectors, among others.
Roy is passionate about the potential for investments in skills training to deliver positive business results and has developed a strong interest in the mechanisms and tools that can be used to reinforce and sustain desired behavior changes process are established. This includes facilitating executive planning workshops aimed at linking developmental initiatives to business strategies and goals.
AchieveGlobal has been committed to delivering performance improvement training in China since 1992 and in the wider region since 1972. Rather than imposing foreign concepts on learners in a foreign language, our experience has taught us that true learning and skills-transfer occur most effectively when instruction is in the native tongue and builds from native experiences. This approach results consistently in higher participation, more cooperation, and an active change in behavior.
Members - Free of charge (max. 5 persons from each Member Company & RMB100/person from the 6th participant)
Non members - RMB 300/person
If you are interested in participating in this seminar, please register on line at http://www.swedishchamber.com.cn/event/index.php or send an email to firstname.lastname@example.org
Hope to see you at March 17th!
With best regards,
Swedish Chamber of Commerce in China
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