
RELATIONSHIP MANAGEMENT & GROWTH
- The Human Condition
- Start by sitting together
- Relationship management in retail
- The financial impact of negotiating
- Do your sales reps make unnecessary price concessions?
STRUCTURE, STRATEGY AND TECHNIQUES
- VIDEO | Ask and listen
INTERESTS AND POSITIONS
AGREEMENT DETAILS AND TERMS
- A case for contracts, even in small business
- Purchase Orders
- Ex-factory point
- Invoice
- Advance shipping notice (ASN)
- Order pre-packs
- If you only negotiate these four terms on your purchase order...
- Negotiating for distribution
- Balancing distribution in-store
- CASE | Contemporary Women's Matrix
- Purchase Order terms and receipt planning
- Discounting cost
- Cumulative mark-up in assortment planning
- ARCHIVED FORUM | Volume Incentive Agreements