谈判方案谈判方案篇11现代渠道和年度合同谈判介绍............................................31.1现代渠道和重点客户的介绍.........................................31.1.1现代渠道....................................................31.1.2重点客户渠道................................................31.2年度合同谈判介绍.................................................42.谈判前需要完成的工作.................................................42.1了解零售商的决策流程.............................................42.2了解零售商的谈判方式.............................................52.2.1零售商采购人员的谈判准备....................................52.2.2采购人员的谈判哲学——以家乐福谈判手册为例...................52.2.3零售商采购人员的偏好........................................62.3了解零售商的关注焦点和差异化策略.................................62.3.1零售商采购人员的关注焦点——商业毛利.........................62.3.2零售商评估供应商所用的指标..................................72.3.3零售商的差异化策略..........................................82.4供应商的应对方式.................................................92.4.1成功的谈判原则..............................................92.4.2标准的谈判准备、操作流程....................................92.4.3制定总体重点客户谈判目标...................................102.4.4其他部门的配合.............................................103谈判中需要注意的事项.................................................113.1明确策略........................................................113.1.1谈判前尚需确认的关键问题:..................................113.1.2制定策略时需要考虑的问题...................................113.2谈判中可能遇到的环节............................................123.2.1开场白.....................................................123.2.2理解与试探.................................................123.2.3进行谈判...................................................123.3谈判技巧........................................................133.3.1谈判开局策略...............................................133.3.2谈判中期策略...............................................153.3.3谈判后期策略...............................................163.4合同谈判管理原则:...............................................183.4.1区域KA经理合同谈判关键步骤................................183.4.2谈判责任和最终审批权