How To NEIL RACKHAM Major Account Sales Strategy

ISBN 13 : 9780070511149

Major Account Sales Strategy

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9780070511149: Major Account Sales Strategy

Book by Rackham Neil

Les informations fournies dans la section « Synopsis » peuvent faire référence à une autre édition de ce titre.

Présentation de l'éditeur :

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.

Biographie de l'auteur :

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

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1.

Neil Rackham
Edité par McGraw-Hill Education - Europe, United States (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Paperback Quantité : 10
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The Book Depository US
(London, Royaume-Uni)
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Description du livre McGraw-Hill Education - Europe, United States, 1989. Paperback. État : New. Repr.. 232 x 148 mm. Language: English . Brand New Book. This book features 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; and, 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 . N° de réf. du libraire AA39780070511149

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2.

Neil Rackham
Edité par McGraw-Hill Education - Europe, United States (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Paperback Quantité : 10
Vendeur
The Book Depository
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre McGraw-Hill Education - Europe, United States, 1989. Paperback. État : New. Repr.. 232 x 148 mm. Language: English . Brand New Book. This book features 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; and, 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 . N° de réf. du libraire AA39780070511149

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Neil Rackham
Edité par McGraw-Hill Professional 1989-05-01 (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
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Description du livre McGraw-Hill Professional 1989-05-01, 1989. État : New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. N° de réf. du libraire NU-GRD-00624484

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Rackham, Neil
Edité par McGraw-Hill Education - Europe (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
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Description du livre McGraw-Hill Education - Europe, 1989. État : New. 1989. 1st Edition. Hardcover. Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively. Num Pages: 218 pages. BIC Classification: KJC; KJS. Category: (P) Professional & Vocational. Dimension: 237 x 160 x 22. Weight in Grams: 496. . . . . . . N° de réf. du libraire V9780070511149

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Neil Rackham
Edité par McGraw-Hill Education - Europe 1989-05-01 (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
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Description du livre McGraw-Hill Education - Europe 1989-05-01, 1989. paperback. État : New. N° de réf. du libraire 9780070511149

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Rackham, Neil
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Description du livre McGraw-Hill Education - Europe. État : New. 1989. 1st Edition. Hardcover. Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively. Num Pages: 218 pages. BIC Classification: KJC; KJS. Category: (P) Professional & Vocational. Dimension: 237 x 160 x 22. Weight in Grams: 496. . . . . . Books ship from the US and Ireland. N° de réf. du libraire V9780070511149

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Description du livre Paperback. État : New. Not Signed; This book features 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. book. N° de réf. du libraire ria9780070511149_rkm

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Rackham, Neil
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Description du livre McGraw-Hill Education. Hardcover. État : New. 0070511144 Brand New Book. Ships from the United States. 30 Day Satisfaction Guarantee!. N° de réf. du libraire 4275967

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Rackham, Neil
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Description du livre McGraw-Hill Education, 1989. PAP. État : New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. N° de réf. du libraire IB-9780070511149

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