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

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.
Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance
Language: en
Pages: 288
Authors: Jason Jordan
Categories: Business & Economics
Type: BOOK - Published: 2011-10-14 - Publisher: McGraw Hill Professional

DOWNLOAD EBOOK

Boost sales results by zeroing in on the metrics that matter most “Sales may be an art, but sales management is a science. Cracking the Sales Management Code
The 24 Sales Traps and how to Avoid Them
Language: en
Pages: 212
Authors: Dick Canada
Categories: Business & Economics
Type: BOOK - Published: 2002 - Publisher: Amacom Books

DOWNLOAD EBOOK

Publisher Fact Sheet Uncovers 24 assumptions that lead salespeople astray from achieving better sales.
Sales Management Success
Language: en
Pages: 205
Authors: Warren Kurzrock
Categories: Business & Economics
Type: BOOK - Published: 2019-10-15 - Publisher: John Wiley & Sons

DOWNLOAD EBOOK

The most up-to-date and proven strategies from the CEO of Porter Henry & Co., written exclusively for sales managers Sales Management Success: Optimizing Perfor
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