Major Account Sales Strategy

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9780070511149: Major Account Sales Strategy
Reseña del editor:

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success

Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.

Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .

  • Tailor your selling strategy to match each step in the client's decision-making process.
  • Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
  • Gain entry to accounts through many different windows of opportunity.
  • Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.
  • Handle negotiations, concessions on price, and term agreements skillfully and effectively.
  • Offer the ongoing technical and maintenance support that keeps your major accounts yours.

From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Reseña del editor:

This book features an arsenal of shrewd tactics and winning strategies to make you a major account sales success. Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client - these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to: tailor your selling strategy to match each step in the client's decision-making process; ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts; gain entry to accounts through many different windows of opportunity; deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople; handle negotiations, concessions on price, and term agreements skillfully and effectively; and, offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read "Major Account Sales Strategy".

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1.

Neil Rackham
Editorial: McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Tapa dura Cantidad: 1
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Light House
(Hayward, CA, Estados Unidos de America)
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Descripción McGraw-Hill Education, 1989. Hardcover. Estado de conservación: New. Nº de ref. de la librería B12S2-172

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Rackham, Neil
Editorial: McGraw-Hill Education
ISBN 10: 0070511144 ISBN 13: 9780070511149
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Descripción McGraw-Hill Education. Hardcover. Estado de conservación: New. 0070511144 In NEW, unread book in excellent condition. No nicks or tears on dust jacket that has clean, straight edges. MoNeY Back Guarantee!. Nº de ref. de la librería M-7-136

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Neil Rackham
Editorial: McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
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Poverty Hill Books
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Descripción McGraw-Hill Education, 1989. Hardcover. Estado de conservación: New. HARDCOVER, BRAND NEW, Perfect Shape, No Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Nº de ref. de la librería 9039349

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Descripción Estado de conservación: New. Brand New Book. Nº de ref. de la librería 0070511144BYR

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Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1989)
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Descripción McGraw-Hill Education - Europe, United States, 1989. Paperback. Estado de conservación: New. Repr.. 232 x 148 mm. Language: English . Brand New Book. This book features an arsenal of shrewd tactics and winning strategies to make you a major account sales success. Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client - these are the keys to success when you need to nail down major accounts. Now, for the first time, here s a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham s exhaustive research, the strategies you ll find here will enable you to: tailor your selling strategy to match each step in the client s decision-making process; ensure that you won t lose your customers because you ll know the psychology of the buyer and how to respond to their doubts; gain entry to accounts through many different windows of opportunity; deal with competitive situations, take on bigger competitors, and win using strategies that the author s meticulous research shows are employed by the most successful salespeople; handle negotiations, concessions on price, and term agreements skillfully and effectively; and, offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy . Nº de ref. de la librería AA39780070511149

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6.

Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Paperback Cantidad: 10
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción McGraw-Hill Education - Europe, United States, 1989. Paperback. Estado de conservación: New. Repr.. 232 x 148 mm. Language: English . Brand New Book. This book features an arsenal of shrewd tactics and winning strategies to make you a major account sales success. Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client - these are the keys to success when you need to nail down major accounts. Now, for the first time, here s a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.Based on Neil Rackham s exhaustive research, the strategies you ll find here will enable you to: tailor your selling strategy to match each step in the client s decision-making process; ensure that you won t lose your customers because you ll know the psychology of the buyer and how to respond to their doubts; gain entry to accounts through many different windows of opportunity; deal with competitive situations, take on bigger competitors, and win using strategies that the author s meticulous research shows are employed by the most successful salespeople; handle negotiations, concessions on price, and term agreements skillfully and effectively; and, offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy . Nº de ref. de la librería AA39780070511149

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RACKHAM
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ISBN 10: 0070511144 ISBN 13: 9780070511149
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Descripción Mcgraw Hill Publishers. Estado de conservación: New. Brand New. Nº de ref. de la librería 0070511144

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Neil Rackham
Editorial: McGraw-Hill Professional 1989-05-01 (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Cantidad: 2
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Chiron Media
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Descripción McGraw-Hill Professional 1989-05-01, 1989. Estado de conservación: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Nº de ref. de la librería NU-GRD-00624484

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Rackham, Neil
Editorial: McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Cantidad: 1
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PBShop
(Wood Dale, IL, Estados Unidos de America)
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Descripción McGraw-Hill Education, 1989. PAP. Estado de conservación: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería IB-9780070511149

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Rackham, Neil
Editorial: McGraw-Hill Education - Europe (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Tapa dura Primera edición Cantidad: 2
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Valoración
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Descripción McGraw-Hill Education - Europe, 1989. Estado de conservación: New. 1989. 1st Edition. Hardcover. Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively. Num Pages: 218 pages. BIC Classification: KJC; KJS. Category: (P) Professional & Vocational. Dimension: 237 x 160 x 22. Weight in Grams: 496. . . . . . . Nº de ref. de la librería V9780070511149

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