Major Account Sales Strategy (PB)

Major Account Sales Strategy (PB)
Author :
Publisher : McGraw Hill Professional
Total Pages : 236
Release :
ISBN-10 : 9780071708401
ISBN-13 : 0071708405
Rating : 4/5 (405 Downloads)

Book Synopsis Major Account Sales Strategy (PB) by : Neil Rackham

Download or read book Major Account Sales Strategy (PB) written by Neil Rackham and published by McGraw Hill Professional. This book was released on 1989-01-22 with total page 236 pages. Available in PDF, EPUB and Kindle. Book excerpt: 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.


Major Account Sales Strategy (PB) Related Books

Major Account Sales Strategy (PB)
Language: en
Pages: 236
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1989-01-22 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

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 competitio
Major Account Sales Strategies
Language: en
Pages: 298
Authors: Alan L. Shifflett
Categories: Business & Economics
Type: BOOK - Published: 2000-06-14 - Publisher: CRC Press

DOWNLOAD EBOOK

Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers ev
SPIN® -Selling
Language: en
Pages: 253
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 2020-04-28 - Publisher: Taylor & Francis

DOWNLOAD EBOOK

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product
Managing Major Sales
Language: en
Pages: 282
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1991 - Publisher: Harper Collins

DOWNLOAD EBOOK

The first book on managing major sales from the bestselling author of SPIN® Selling.
Insight Selling
Language: en
Pages: 263
Authors: Mike Schultz
Categories: Business & Economics
Type: BOOK - Published: 2014-04-30 - Publisher: John Wiley & Sons

DOWNLOAD EBOOK

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling aut