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Original Essays | September 15, 2014

Lois Leveen: IMG Forsooth Me Not: Shakespeare, Juliet, Her Nurse, and a Novel



There's this writer, William Shakespeare. Perhaps you've heard of him. He wrote this play, Romeo and Juliet. Maybe you've heard of it as well. It's... Continue »
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    Juliet's Nurse

    Lois Leveen 9781476757445

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1 Burnside Business- Sales

Major Account Sales Strategy

by

Major Account Sales Strategy Cover

 

Synopses & Reviews

Publisher Comments:

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.

Synopsis:

Salespeople, marketers, managers--everyone who is involved in selling today-- agrees that major accounts are critical to survival. Major Account Sales Strategy is the first book to offer new, proven-effective strategies for major account sales.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Table of Contents

  1. How Customers Make Decisions.
  2. Account Entry Strategy: Getting to Where It Counts.
  3. How to Make Your Customers Need You: Strategies for the
  4. Recognition of Needs Phase.
  5. Influencing the Customer's Choice: Strategies for Evaluation of Options Phase.
  6. Differentiation and Vulnerability: More About Competitive Strategy.
  7. Overcoming Final Fears: Strategies for the Resolution of Concerns Phase.
  8. Sales Negotiation: How to Offer Concessions and Agree on Terms.
  9. How to Ensure Continued Success: Implementation and Account Maintenance Strategies.
  10. Anatomy of a Sales Strategy.

Product Details

ISBN:
9780070511149
Author:
Rackham, Neil
Publisher:
McGraw-Hill
Author:
Sperry, Joseph
Author:
Rackham, Neil
Author:
Sherman, Sallie
Location:
New York :
Subject:
Advertising & Promotion
Subject:
Sales management
Subject:
Sales & Selling - Management
Subject:
Sales & Selling
Subject:
Sales & Selling - General
Subject:
Major Account Sales,Customers,Options Phase,Evaluation,Influencing,Needs Phase,Recognition,Account Entry Strategy,Differentiation,Anatomy,Account Maintenance Strategies,Continued Success
Subject:
Major Account Sales,Customers,Options Phase,Evaluation,Influencing,Needs Phase,Recognition,Account Entry Strategy,Differentiation,Anatomy,Account Maintenance Strategies,Continued Success, Spin Selling, Solution Selling, SPIN Selling
Subject:
Major Account Sales,Customers,Options Phase,Evaluation,Influencing,Needs Phase,Recognition,Account Entry Strategy,Differentiation,Anatomy,Account Maintenance Strategies,Continued Success, Spin Selling, Solution Selling, SPIN Selling
Subject:
Major Account Sales, Customers, Options Phase, Evaluation, Influencing, Needs Phase, Recognition, Account Entry Strategy, Differentiation, Anatomy of a Sales Strategy, Account Maintenance Strategies, Continued Success, Spin Selling, Solution Selling, SPIN
Subject:
Major Account Sales, Customers, Options Phase, Evaluation, Influencing, Needs Phase, Recognition, Account Entry Strategy, Differentiation, Anatomy of a Sales Strategy, Account Maintenance Strategies, Continued Success, Spin Selling, Solution Selling, SPIN
Subject:
Major Account Sales, Customers, Options Phase, Evaluation, Influencing, Needs Phase, Recognition, Account Entry Strategy, Differentiation, Anatomy of a Sales Strategy, Account Maintenance Strategies, Continued Success, Spin Selling, Solution Selling, SPIN
Subject:
General-General
Copyright:
Edition Number:
1
Series Volume:
105
Publication Date:
January 1989
Binding:
Hardcover
Grade Level:
Professional and scholarly
Language:
English
Illustrations:
Yes
Pages:
218
Dimensions:
9.28x6.23x.86 in. 1.10 lbs.

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Related Subjects

Business » Marketing
Business » Sales

Major Account Sales Strategy Used Hardcover
0 stars - 0 reviews
$9.95 In Stock
Product details 218 pages McGraw-Hill Companies - English 9780070511149 Reviews:
"Synopsis" by , Salespeople, marketers, managers--everyone who is involved in selling today-- agrees that major accounts are critical to survival. Major Account Sales Strategy is the first book to offer new, proven-effective strategies for major account sales.

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