Managing Major Sales: Practical Strategies for Improving Sales Effectiveness

Neil Rackham, Richard Ruff

ISBN 10: 0887305083 / ISBN 13: 9780887305085

Published by HarperBusiness, 1991

About this Item

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Bibliographic Details

• Title: Managing Major Sales: Practical Strategies for Improving Sales Effectiveness
• Publisher: HarperBusiness
• Publication Date: 1991
• Language: English
• ISBN 10: 0887305083
• ISBN 13: 9780887305085
• Binding: Hardcover
• Condition: Used; Very Good

About this title

Synopsis

The first book on managing major sales from the bestselling author of SPINŽ 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 SPINŽ selling, as well as Making Major Sales, Major Account Sales Strategy, and over 50 articles.