Major Account Sales Strategy (Marketing/Sales/Advertising & Promotion)

Note moyenne 4,22
( 159 avis fournis par Goodreads )
 
9780070511149: Major Account Sales Strategy (Marketing/Sales/Advertising & Promotion)

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.

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

About the Author :

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.

Les informations fournies dans la section « A propos du livre » peuvent faire référence à une autre édition de ce titre.

Meilleurs résultats de recherche sur AbeBooks

1.

Neil Rackham
Edité par McGraw-Hill Education (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Light House
(Hayward, CA, Etats-Unis)
Evaluation vendeur
[?]

Description du livre McGraw-Hill Education, 1989. Hardcover. État : New. N° de réf. du libraire B12S2-172

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 6,16
Autre devise

Ajouter au panier

Frais de port : EUR 3,04
Vers Etats-Unis
Destinations, frais et délais

2.

Rackham, Neil
Edité par McGraw-Hill Education
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Your Online Bookstore
(Houston, TX, Etats-Unis)
Evaluation vendeur
[?]

Description du livre McGraw-Hill Education. Hardcover. État : New. 0070511144 Ships promptly. N° de réf. du libraire HCI5297MAGG051217H0109A

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 12,32
Autre devise

Ajouter au panier

Frais de port : Gratuit
Vers Etats-Unis
Destinations, frais et délais

3.

Neil Rackham
Edité par McGraw-Hill Education (1989)
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Couverture rigide Quantité : 1
Vendeur
Poverty Hill Books
(La Grange, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre McGraw-Hill Education, 1989. Hardcover. État : New. HARDCOVER, BRAND NEW, Perfect Shape, No Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. N° de réf. du libraire 9039349

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 9,65
Autre devise

Ajouter au panier

Frais de port : EUR 3,41
Vers Etats-Unis
Destinations, frais et délais

4.

Neil Rackham
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Couverture rigide Quantité : 1
Vendeur
AMAZINGBOOKDEALS
(IRVING, TX, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Hardcover. État : BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. N° de réf. du libraire 0070511144BNA

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 11,23
Autre devise

Ajouter au panier

Frais de port : EUR 3,41
Vers Etats-Unis
Destinations, frais et délais

5.

RACKHAM
Edité par Mcgraw Hill Publishers
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Quantité : > 20
Vendeur
INDOO
(Avenel, NJ, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Mcgraw Hill Publishers. État : New. Brand New. N° de réf. du libraire 0070511144

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 13,85
Autre devise

Ajouter au panier

Frais de port : EUR 2,99
Vers Etats-Unis
Destinations, frais et délais

6.

Rackham, Neil
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Quantité : > 20
Vendeur
Paperbackshop-US
(Wood Dale, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre 1989. HRD. État : New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. N° de réf. du libraire VJ-9780070511149

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 13,65
Autre devise

Ajouter au panier

Frais de port : EUR 3,41
Vers Etats-Unis
Destinations, frais et délais

7.

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.. 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

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 17,19
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

8.

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 US
(London, Royaume-Uni)
Evaluation vendeur
[?]

Description du livre McGraw-Hill Education - Europe, United States, 1989. Paperback. État : New. Repr.. Language: English . Brand New Book. 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. N° de réf. du libraire AA39780070511149

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 17,26
Autre devise

Ajouter au panier

Frais de port : Gratuit
De Royaume-Uni vers Etats-Unis
Destinations, frais et délais

9.

Rackham, Neil
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Quantité : 7
Vendeur
Pbshop
(Wood Dale, IL, Etats-Unis)
Evaluation vendeur
[?]

Description du livre 1989. HRD. État : New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. N° de réf. du libraire IB-9780070511149

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 14,28
Autre devise

Ajouter au panier

Frais de port : EUR 3,41
Vers Etats-Unis
Destinations, frais et délais

10.

Rackham, Neil
ISBN 10 : 0070511144 ISBN 13 : 9780070511149
Neuf(s) Couverture rigide Quantité : 3
Vendeur
BargainBookStores
(Grand Rapids, MI, Etats-Unis)
Evaluation vendeur
[?]

Description du livre Hardcover. État : New. N° de réf. du libraire 813525

Plus d'informations sur ce vendeur | Poser une question au libraire

Acheter neuf
EUR 14,71
Autre devise

Ajouter au panier

Frais de port : EUR 3,41
Vers Etats-Unis
Destinations, frais et délais

autres exemplaires de ce livre sont disponibles

Afficher tous les résultats pour ce livre