Major Account Sales Strategy

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9780070511149: Major Account Sales Strategy

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.

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About the Author:

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

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Neil Rackham
Editorial: McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
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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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Neil Rackham
Editorial: McGraw-Hill Education (1989)
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Descripción 1989. HRD. 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 VJ-9780070511149

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Descripción McGraw-Hill Education 1/22/1989, 1989. Hardback or Cased Book. Estado de conservación: New. Major Account Sales Strategy. Book. Nº de ref. de la librería BBS-9780070511149

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Descripción McGraw-Hill Education - Europe, United States, 1989. Hardback. Estado de conservación: New. Repr.. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780070511149

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8.

Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
Nuevos Tapa dura Cantidad: 10
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The Book Depository US
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Descripción McGraw-Hill Education - Europe, United States, 1989. Hardback. Estado de conservación: New. Repr.. Language: English . Brand New Book. 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. Nº de ref. de la librería AA39780070511149

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ISBN 10: 0070511144 ISBN 13: 9780070511149
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Descripción McGraw-Hill Education. Hardcover. Estado de conservación: New. 0070511144. Nº de ref. de la librería Z0070511144ZN

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Descripción McGraw-Hill Education. Hardcover. Estado de conservación: New. 0070511144. Nº de ref. de la librería Z0070511144ZN

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