Synopsis
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.
"synopsis" may belong to another edition of this title.
About the Author
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
"About this title" may belong to another edition of this title.
Other Popular Editions of the Same Title
Search results for Major Account Sales Strategy
Stock Image
Major Account Sales Strategy (
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Very Good. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00098791923
Stock Image
Major Account Sales Strategy (
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Good. Item in good condition. Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00094443143
Stock Image
Major Account Sales Strategy (
Seller: World of Books (was SecondSale), Montgomery, IL, U.S.A.
Seller rating 5 out of 5 stars
Condition: Acceptable. Item in very good condition! Textbooks may not include supplemental items i.e. CDs, access codes etc. Seller Inventory # 00073389775
Stock Image
Major Account Sales Strategy
Seller: Your Online Bookstore, Houston, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. Seller Inventory # 0070511144-3-21148020
Stock Image
Major Account Sales Strategy
Seller: Gulf Coast Books, Cypress, TX, U.S.A.
Seller rating 5 out of 5 stars
Hardcover. Condition: Good. Seller Inventory # 0070511144-3-20679874
Stock Image
Major Account Sales Strategy
Seller: Orion Tech, Kingwood, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Good. Seller Inventory # 0070511144-3-31713254
Stock Image
Major Account Sales Strategy
Seller: Orion Tech, Kingwood, TX, U.S.A.
Seller rating 5 out of 5 stars
hardcover. Condition: Fair. Seller Inventory # 0070511144-4-35522307
Seller Image
Major Account Sales Strategy
Seller: Dream Books Co., Denver, CO, U.S.A.
Seller rating 5 out of 5 stars
Condition: acceptable. This copy has clearly been enjoyedâ"expect noticeable shelf wear and some minor creases to the cover. Binding is strong, and all pages are legible. May contain previous library markings or stamps. Seller Inventory # DBV.0070511144.A
Seller Image
Major Account Sales Strategy
Seller: Dream Books Co., Denver, CO, U.S.A.
Seller rating 5 out of 5 stars
Condition: good. Gently used with minimal wear on the corners and cover. A few pages may contain light highlighting or writing, but the text remains fully legible. Dust jacket may be missing, and supplemental materials like CDs or codes may not be included. May be ex-library with library markings. Ships promptly! Seller Inventory # DBV.0070511144.G
Seller Image
Major Account Sales Strategy
Seller: Aspen Book Co., Denver, CO, U.S.A.
Seller rating 5 out of 5 stars
Condition: good. A well-loved companion. Corners and cover might show a little wear, and you could find some notes or highlights. The dust jacket might be MIA, it might have been a library book and extras aren't guaranteedâ"but the story's all there! Seller Inventory # PKV.0070511144.G