Selling with confidence gives sales professionals the skills and support they need to resist growing pressure to discount prices. Such confidence is more critical than ever because the pressure to discount comes from two sources. First?no surprise?it comes from customers. In today?s world, when demand is slowing and globalization introduces low-cost competitors, existing and new customers are more insistent than ever that sales people discount and then discount some more. The battle to maintain profits by resisting discounting pressures from customers is tough enough without more pressure coming from yet a second source: the sales person?s sales managers and corporate executives.
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http://www.associationofmarketing.org/whitepapers/view.php?whitepaper_id=71