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Isbn 10: 1265785570

Isbn 13: 9781265785574

Neil Rackham Major Account Sales Strategy (Pb) áudio-livro

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Descrição do livro

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.

 :240
Isbn 10 :1265785570
Isbn 13 :9781265785574
Encadernação :Capa Comum
Edição Major Account Sales Strategy (Pb):1ª