Major Account Sales Strategy

图书标准信息

• 作者 Neil、Joseph、Sallie Sherman 著
• 出版社 Mcgraw-Hill
• 出版时间 1989-01
• 版次 1
• ISBN 9780070511149
• 定价 274.70元
• 装帧 精装
• 开本 其他
• 纸张 其他
• 页数 218页
• 正文语种 英语

【内容简介】

AnArsenalofShrewdTacticsandWinningStrategiestoMakeYouaMajorAccountSalesSuccess

Knowinghowtogettothedecisionmaker,dealwiththecompetition,understandbuyerpsychology,andservicetheclient—thesearethekeystosuccesswhenyouneedtonaildownmajoraccounts.Now,forthefirsttime,here'sabookofpractical,proven-effectivestrategiesandtacticsfortheentiremajoraccountsalescycle.

BasedonNeilRackham'sexhaustiveresearch,thestrategiesyou'llfindherewillenableyouto...

Tailoryoursellingstrategytomatcheachstepintheclient'sdecision-makingprocess.
Ensurethatyouwon'tloseyourcustomersbecauseyou'llknowthepsychologyofthebuyerandhowtorespondtotheirdoubts.
Gainentrytoaccountsthroughmanydifferentwindowsofopportunity.
Dealwithcompetitivesituations,takeonbiggercompetitors,andwinusingstrategiesthattheauthor'smeticulousresearchshowsareemployedbythemostsuccessfulsalespeople.
Handlenegotiations,concessionsonprice,andtermagreementsskillfullyandeffectively.
Offertheongoingtechnicalandmaintenancesupportthatkeepsyourmajoraccountsyours.

Fromaworld-renownedsalesinnovator,thisfirst-of-a-kindA-to-Zpresentationofmajoraccountstrategyputssalessuccessinyourhands.Makeityourstoday.ReadMajorAccountSalesStrategy.

Salespeople,marketers,managers--everyonewhoisinvolvedinsellingtoday--agreesthatmajoraccountsarecriticaltosurvival.MajorAccountSalesStrategyisthefirstbooktooffernew,proven-effectivestrategiesformajoraccountsales.

【作者简介】

NeilRackhamisfounderandformerpresidentofHuthwaite,Inc.Huthwaiteresearches,consults,andprovidesseminarsformorethan200leadingsalesorganizationsaroundtheworld,includingXerox,IBM,andCiticorp.Hisacademicbackgroundisinresearchpsychology.ItwasattheUniversityofSheffield,England,thathebeganhisresearchintosaleseffectivenessthatresultedinSPIN.Rackhamistheauthorofmorethan50articlesandseveralbooks.