0.96Kg of CO2
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1 book donated to global literacy projects
Major Account Sales Strategy
Major Account Sales Strategy
hardback
Published:
16 May, 1989
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Description
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.
More Details
| Type | Book |
|---|---|
| ISBN13 | 9780070511149 |
| ISBN10 | 0070511144 |
| Number Of Pages | 240 |
| Item Weight | 492 g |
| Product Dimensions | 158 x 234 x 20 mm |
| Publisher / Reseller | McGraw-Hill Education - Europe |
| Format | hardback |
Author's Bio
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide