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 . . . ...
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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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Add this copy of Major Account Sales Strategy to cart. $1.22, good condition, Sold by Gulf Coast Books rated 4.0 out of 5 stars, ships from Memphis, TN, UNITED STATES, published 1989 by McGraw-Hill Education.
Add this copy of Major Account Sales Strategy to cart. $1.25, good condition, Sold by Once Upon A Time Books rated 3.0 out of 5 stars, ships from Tontitown, AR, UNITED STATES, published 1989 by McGraw-Hill Education.
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Seller's Description:
Good in good dust jacket. This is a used book in good condition and may show some signs of use or wear. This is a used book in good condition and may show some signs of use or wear.
Add this copy of Major Account Sales Strategy to cart. $1.26, good condition, Sold by Your Online Bookstore rated 5.0 out of 5 stars, ships from Houston, TX, UNITED STATES, published 1989 by McGraw-Hill Education.
Add this copy of Major Account Sales Strategy to cart. $1.26, good condition, Sold by Orion Tech rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 1989 by McGraw Hill.
Add this copy of Major Account Sales Strategy to cart. $1.94, good condition, Sold by Off The Shelf rated 5.0 out of 5 stars, ships from Imperial, MO, UNITED STATES, published 1989 by McGraw-Hill Companies.
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Seller's Description:
The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials.
Add this copy of Major Account Sales Strategy to cart. $2.20, very good condition, Sold by The Maryland Book Bank rated 5.0 out of 5 stars, ships from baltimore, MD, UNITED STATES, published 1989 by McGraw-Hill Companies.
Add this copy of Major Account Sales Strategy to cart. $2.22, very good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Brownstown, MI, UNITED STATES, published 1989 by McGraw-Hill Companies.
Add this copy of Major Account Sales Strategy to cart. $2.22, like new condition, Sold by ThriftBooks-Dallas rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 1989 by McGraw-Hill Companies.
Add this copy of Major Account Sales Strategy to cart. $2.22, very good condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1989 by McGraw-Hill Companies.
Add this copy of Major Account Sales Strategy to cart. $2.22, fair condition, Sold by ThriftBooks-Reno rated 4.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1989 by McGraw-Hill Companies.
