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Forhandlinger med kunden

Negotiations with the Customer

Essay: 2 ADVANCED

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Salgsdirektør Andersen og teamet hennes hadde forberedt seg grundig til dagens forhandlinger. Kunden

, en stor detaljkjede, hadde signalisert misnøye med gjeldende avtalevilkår og truet med å bytte leverandør. Mye sto på spill.

Møtet startet anspent. Kundens innkjøpssjef, Larsen, gikk rett på sak: "...

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