A successful path to the retail network in questions and answers or 15 tips to the supplier
A successful path to the retail network in questions and answers or 15 tips to the supplier
Book Description
This is the first book by Sergey Ilyukha, which continues the unique series "Supplier School". Based on his own experience of conducting tens of thousands of negotiations and signing more than one and a half thousand contracts for deliveries to retail chains, the author tells how retail chains work, what techniques buyers use in negotiations, and how a supplier should act in order to get a profitable contract. This is one of the few publications in which real dialogues and psychological negotiation techniques are closely intertwined with economic calculations, schemes and algorithms. When working on the book, the latest changes in legislation at the time of the book's publication were taken into account, especially in Federal Law No. 381 - FZ of December 28, 2009 "On the basics of state regulation of trading activities in the Russian Federation", which significantly affect the rules of interaction between retailers and suppliers. According to the reviews of numerous participants of Sergey Ilyukha's trainings, the methods described in the book allow the supplier not only to feel more confident during negotiations, but also to earn more.
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