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Major Account Sales Strategy (MARKETING/SALES/ADV & PROMO) - Tapa dura

Libro 1 de 81: MARKETING/SALES/ADV & PROMO

Rackham, Neil

 
9780070511149: Major Account Sales Strategy (MARKETING/SALES/ADV & PROMO)
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ISBN 10: 0070511144 ISBN 13: 9780070511149
Editorial: McGraw Hill, 1989

Sinopsis

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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Acerca del autor

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

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Editorial
McGraw Hill
Año de publicación
1989
Idioma
Inglés
ISBN 10 
0070511144
ISBN 13 
9780070511149
Encuadernación
Tapa dura
Número de páginas
240
Contacto del fabricante
no disponible
Persona responsable
no disponible