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Major Account Sales Strategy ISBN: 0070511144 ISBN13: 9780070511149 Major Account Sales Strategy By: Neil Rackham Publisher: McGraw Hill Higher Education Format: Paperback Our Price: 12.40 Discount: 27% RRP: 16.99

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 .


Contents:

 How Customers Make Decisions

Account Entry Strategy: Getting to Where It Counts

How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase

Influencing the Customer's Choice: Strategies for Evaluation of Options Phase

Differentiation and Vulnerability: More About Competitive Strategy

Overcoming Final Fears: Strategies for the Resolution of Concerns Phase

Sales Negotiation: How to Offer Concessions and Agree on Terms

How to Ensure Continued Success: Implementation and Account Maintenance Strategies

Anatomy of a Sales Strategy.


Brief Description:

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.

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