Preparing for Effective Negotiation with a Key Account

Using the case study and online sources about one of Salesforce’s products, students first select a potential key account for Salesforce. They then use internet sources to investigate the selected key account's needs, gains and pains.
Next, they prepare a presentation file including:
a) a value proposition statement highlighting the product’s benefits for the target key accounts;
b) at least one persuasive approach to support and present their proposal;
c) a complementary document in which they anticipate at least three counterarguments that the key account may raise during the introduction session, along with a scenario to address each one. Finally, they perform their designed scenario with their group members in class.

Learn how to apply effective negotiation skills in practice.
Learn how to implement effective practices when preparing for influential negotiations.
Learn to work in a team and present your work in public (in class).

Negotiation; Key account management; Key account; Persuasive approach; Counterarguments

L3
Master, M1, M2
Lastères spécialisés
MBA
Executive MS

Cloud-based software industry

Année de la problématique : 2026

Livraison : Livraison par lien de téléchargement

Nombre de pages : 6

Temps d'utilisation : 1h30 (1h30 to 3h)