Major Account Sales Strategy

Business & Finance, Marketing & Sales, Sales & Selling
Cover of the book Major Account Sales Strategy by Neil Rackham, McGraw-Hill Education
View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart
Author: Neil Rackham ISBN: 9780071708401
Publisher: McGraw-Hill Education Publication: January 1, 1989
Imprint: McGraw-Hill Education Language: English
Author: Neil Rackham
ISBN: 9780071708401
Publisher: McGraw-Hill Education
Publication: January 1, 1989
Imprint: McGraw-Hill Education
Language: English

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.

View on Amazon View on AbeBooks View on Kobo View on B.Depository View on eBay View on Walmart

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 . . .

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.

More books from McGraw-Hill Education

Cover of the book 500 ACT English and Reading Questions to Know by Test Day, Second Edition by Neil Rackham
Cover of the book The VAR Implementation Handbook, Chapter 5 - Plausible Operational Value-at-Risk Calculations for Management Decision Making by Neil Rackham
Cover of the book Design for Six Sigma Statistics, Chapter 1 - Engineering in a Six Sigma Company by Neil Rackham
Cover of the book Practice Makes Perfect Italian Vocabulary by Neil Rackham
Cover of the book How to Make Money in Stocks Trilogy by Neil Rackham
Cover of the book Read & Think English by Neil Rackham
Cover of the book How to Do Everything: Ubuntu by Neil Rackham
Cover of the book First Aid for the Surgery Clerkship, Third Edition by Neil Rackham
Cover of the book Klout Matters: How to Engage Customers, Boost Your Digital Influence--and Raise Your Klout Score for Success by Neil Rackham
Cover of the book Supply Chain Management Demystified by Neil Rackham
Cover of the book Easy Mathematics Step-by-Step by Neil Rackham
Cover of the book Makerspace Sound and Music Projects for All Ages by Neil Rackham
Cover of the book Hacking Exposed Industrial Control Systems: ICS and SCADA Security Secrets & Solutions by Neil Rackham
Cover of the book Color Atlas and Synopsis of Echocardiography by Neil Rackham
Cover of the book Innovation the Cleveland Clinic Way: Powering Transformation by Putting Ideas to Work by Neil Rackham
We use our own "cookies" and third party cookies to improve services and to see statistical information. By using this website, you agree to our Privacy Policy