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Excellent Sales Academy Vs. Premium Software: Premium Software: Role of Chief Finance Officer
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Reference: NEGE-19-E
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Number of pages: 4
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Publication Date: May 21, 2020
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Source: IESE (España)
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Type of Document: Exercise
Description
Excellent Sales Academy (ESA) Vs Premium Software (PS) is a multiparty, internal-external negotiation exercise. It looks at issues like incentive system, corporate strategy and alignment of personal and organizational goals in the context of a negotiation. The exercise contains four roles. Chief Sales Officer and the Chief Finance Officer of ESA and Chief Finance Officer and Chief Learning Officer of PS. The negotiation exercise includes two negotiation, first internal and then an external negotiation which gives participants a good idea of both internal and external negotiations.
Learning Objective
Negotiation. Please follow the following steps.
1. Organize negotiator teams. Divide the class in four roles.
2. Provide negotiators at least 45 minutes of preparation.
3. The negotiation begins with an internal negotiation. On one hand CSO and CFO of ESA will negotiate the offer they wish to make to the client. On the other hand CLO and the CFO of PS will negotiate the product they want to go for. After 45 minutes of internal negotiations, both ESA and PS teams will meet and do a 45-minute negotiation.
4. The negotiation includes strong conflicts of interests and impact of incentive systems can be clearly seen on participants. On one hand the Chief Sales Officer of ESA is incentivized to sell the most costly product, the CFO wants to sell the cheaper product to increase the margin. On the other hand CLO of PS wants to go for the advanced program for a better potential impact, the CFO wants to get the cheaper program to increase his profitability.
5. Also the case highlights point system for evaluation of complex deals. Often in purchase decisions of learning and coaching products, organizations do not have a proper system to evaluate deals. This case shows a system of points that could help organizations in such decisions.