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Major Account Sales Strategy
Af: Neil Rackham Engelsk Hardback
SPAR
kr 79
Major Account Sales Strategy
Af: Neil Rackham Engelsk Hardback

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.

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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.

Produktdetaljer
Sprog: Engelsk
Sider: 240
ISBN-13: 9780070511149
Indbinding: Hardback
Udgave:
ISBN-10: 0070511144
Udg. Dato: 16 maj 1989
Længde: 22mm
Bredde: 237mm
Højde: 160mm
Oplagsdato: 16 maj 1989
Forfatter(e): Neil Rackham
Forfatter(e) Neil Rackham


Kategori Forretningsstrategier


Sprog Engelsk


Indbinding Hardback


Sider 240


Udgave


Længde 22mm


Bredde 237mm


Højde 160mm

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