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Bibliographic Details

Title: Managing Major Sales
Publisher: HarperBusiness
Publication Date: 1991
Language: English
ISBN 10: 0887305083
ISBN 13: 9780887305085
Binding: Hardcover
Condition: New
Weight: 21 ounces

About this title

Synopsis

The first book on managing major sales from the bestselling author of SPIN� Selling.

About the Author

Neil Rackhman is President and founder of Huthwaite, Inc., an international research and consulting firm in Purcellville, Virginia. His organization researches, consults, and gives seminars for over 200 leading sales organizations around the world including Xerox, AT&T, and Kodak. His academic background is in research psychology. While a Research Fellow at Sheffield University, England, he developed a range of behavior analysis techniques which allow statistical measurement of complex interactive skills such as negotiating and selling. He is the author of eight books including the bestselling SPIN� selling, as well as Making Major Sales, Major Account Sales Strategy, and over 50 articles.

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