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In this tutorial, Jason, Mark, and Rumen discuss critical aspects of negotiating a sales agreement from the perspective of a salesperson representing a company. They emphasize the importance of clearly defining deliverables, which are the tangible goods to be provided, as opposed to services like advice or consultations. For example, a report on a client’s manufacturing system serves as a deliverable, while meetings and guidance are services. A key issue vendors face is failing to set proper expectations with clients, which can lead to misunderstandings and problems in the sales process. Setting clear expectations is crucial for successful negotiations.
