Download the fantastic book titled Major Account Sales Strategy PB written by Neil Rackham, available in its entirety in both PDF and EPUB formats for online reading. This page includes a concise summary, a preview of the book cover, and detailed information about "Major Account Sales Strategy PB ", which was released on 22 January 1989. We suggest perusing the summary before initiating your download. This book is a top selection for enthusiasts of the Business & Economics genre.
Summary of Major Account Sales Strategy PB by Neil Rackham PDF
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.
Detail About Major Account Sales Strategy PB PDF
- Author : Neil Rackham
- Publisher : McGraw Hill Professional
- Genre : Business & Economics
- Total Pages : 236 pages
- ISBN : 0071708405
- Release Date : 22 January 1989
- PDF File Size : 21,7 Mb
- Language : English
- Rating : 5/5 from 1 reviews
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