At the global level of the social system, planning is like a management tool. The plan allows government intervention in determining the goals to be achieved, and within the framework of the actions of companies and institutions of public interest, by creating a device for monitoring the conformity of the behavior of these economic units and social in the light of what the democratic government expects of them. From the very beginning, the plan looks like an attempt to connect a value-creating enterprise with a market, a fuzzy organization for the distribution of resources created for sale.
Planning as an economic theory appears in the 1920s. It aims to analyze the means of streamlining investment and production in order to avoid the economic crises observed in capitalist countries where private interests and a short-sighted market control the system. The first two schools of thought called one “genetic” planning, and the other – “teleological”. They contrast the following points: the indicative nature or direction of the plan, the role of property and the individual in the results of production, the market place in the mechanism of adjustments. Another important point separates them from whether planning is the development of the general principles of economic theory or the concrete principles of the socialist system.
A “genetic” flow protects the planning mechanism associated with the market. This mechanism is based on a rigorous analysis of random processes, identifying their regularity and taking into account market conditions, a plan that serves the balanced development of all sectors of the economy. The ideas of the “genetic” current about balanced development were expressed differently. For example, for planning growth indices for industry, agriculture, labor productivity, taxes, etc.
We needed to evaluate each other based on their actual condition; say the conditions observed in the past. Thus, Gromane proposed using what he called “empirical laws” to develop a plan. He said that economic theory cannot fully explain the development of processes, since each process is a combination of several factors, and we do not know how to evaluate their exact corresponding importance.
Among the laws of the reconstruction period, there is a more rapid increase in the most affected elements. Thus, in the twenties and thirties, industry had to have higher growth rates than agriculture, trade should grow faster than production, money turnover grew more than goods turnover.
Diagnostics of a negotiation situation: actors, problems and goals, space for maneuver. Strategies and methods for negotiating: distribution, integrative, compromise strategy. Conflict resolution. Poll, argumentation. Sales support and implementation agreement tools. Various situations with sales: face-to-face or through an intermediary (telephone, Internet, etc.), sale of goods or services. A place for negotiations: what can be discussed and what is not. no, tipping points, areas of common interest. Distinguish between types of questions and the concept of relationships. Distinguish features and benefits. Justify the tools of commercial negotiations: discovery plan, argumentation, book client, concretization tools …
Negotiation skills and techniques in corporate marketing. Individual negotiations; Typologies of consumers; Procurement criteria. The procurement process at the workplace: typology of customers, decision-making process, needs and problems of the interlocutor, partnership.
Features of the sales plan: negotiation cycle, support for negotiations, financial and tax arguments, margin protection, sale of solutions. Determine the role of the buyer (user or not), his style, his expectations.
Creation and development of the clientele: identification and assessment of prospects, assessment of potential and segmentation, development and implementation. intelligence plans, budget planning and performance monitoring. Negotiations – sales: preparation of negotiations by collecting and analyzing information, selecting and implementing the negotiation process and negotiation plan. individual sales, development of a commercial solution with the customer, negotiations by agreement, implementation of the solution, evaluation of the effectiveness of negotiations in the short and medium term, subsequent monitoring of the business. Sustainable value creation in relations with customers: analysis and evaluation of customers: potential, profitability and risk, development and implementation of preservation (maintenance, updating, expansion) or re-acquisition, research and implementation of cooperation or partnership agreements, assessment of the effectiveness of actions in terms of creation cost.