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

4.22 avg rating
( 159 ratings by 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.

"synopsis" may belong to another edition of this title.

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.

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

1.

Neil Rackham
Published by McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Hardcover Quantity Available: 1
Seller
Light House
(Hayward, CA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1989. Hardcover. Book Condition: New. Bookseller Inventory # B12S2-172

More Information About This Seller | Ask Bookseller a Question

Buy New
5.49
Convert Currency

Add to Basket

Shipping: 2.71
Within U.S.A.
Destination, Rates & Speeds

2.

Rackham, Neil
Published by McGraw-Hill Education
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Hardcover Quantity Available: 1
Seller
Your Online Bookstore
(Houston, TX, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. Hardcover. Book Condition: New. 0070511144 Ships promptly. Bookseller Inventory # HCI5297MAGG051217H0109A

More Information About This Seller | Ask Bookseller a Question

Buy New
10.99
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Neil Rackham
Published by McGraw-Hill Education (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Hardcover Quantity Available: 1
Seller
Poverty Hill Books
(La Grange, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1989. Hardcover. Book Condition: 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!. Bookseller Inventory # 9039349

More Information About This Seller | Ask Bookseller a Question

Buy New
8.60
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds

4.

Neil Rackham
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Hardcover Quantity Available: 1
Seller
AMAZINGBOOKDEALS
(IRVING, TX, U.S.A.)
Rating
[?]

Book Description Hardcover. Book Condition: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Bookseller Inventory # 0070511144BNA

More Information About This Seller | Ask Bookseller a Question

Buy New
10.01
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds

5.

Neil Rackham
Published by McGraw-Hill Education - Europe, United States (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Paperback Quantity Available: 10
Seller
The Book Depository
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 1989. Paperback. Book Condition: 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 . Bookseller Inventory # AA39780070511149

More Information About This Seller | Ask Bookseller a Question

Buy New
14.91
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

6.

RACKHAM
Published by Mcgraw Hill Publishers
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Quantity Available: > 20
Seller
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Mcgraw Hill Publishers. Book Condition: New. Brand New. Bookseller Inventory # 0070511144

More Information About This Seller | Ask Bookseller a Question

Buy New
12.35
Convert Currency

Add to Basket

Shipping: 2.67
Within U.S.A.
Destination, Rates & Speeds

7.

Rackham, Neil
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Quantity Available: > 20
Seller
Paperbackshop-US
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 1989. HRD. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # VJ-9780070511149

More Information About This Seller | Ask Bookseller a Question

Buy New
12.16
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds

8.

Neil Rackham
Published by McGraw-Hill Education - Europe, United States (1989)
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Paperback Quantity Available: 10
Seller
The Book Depository US
(London, United Kingdom)
Rating
[?]

Book Description McGraw-Hill Education - Europe, United States, 1989. Paperback. Book Condition: 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. Bookseller Inventory # AA39780070511149

More Information About This Seller | Ask Bookseller a Question

Buy New
15.38
Convert Currency

Add to Basket

Shipping: FREE
From United Kingdom to U.S.A.
Destination, Rates & Speeds

9.

Rackham, Neil
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Quantity Available: 7
Seller
Pbshop
(Wood Dale, IL, U.S.A.)
Rating
[?]

Book Description 1989. HRD. Book Condition: New. New Book.Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # IB-9780070511149

More Information About This Seller | Ask Bookseller a Question

Buy New
12.73
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds

10.

Rackham, Neil
ISBN 10: 0070511144 ISBN 13: 9780070511149
New Hardcover Quantity Available: 3
Seller
BargainBookStores
(Grand Rapids, MI, U.S.A.)
Rating
[?]

Book Description Hardcover. Book Condition: New. Bookseller Inventory # 813525

More Information About This Seller | Ask Bookseller a Question

Buy New
13.11
Convert Currency

Add to Basket

Shipping: 3.04
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book