精装英文原版 Major Account Sales Strategy
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198
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274.7
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作者Neil、Joseph、Sallie Sherman 著
出版社Mcgraw-Hill
出版时间1989-01
版次1
装帧精装
上书时间2021-02-08
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- 品相描述:全新
图书标准信息
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作者
Neil、Joseph、Sallie Sherman 著
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出版社
Mcgraw-Hill
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出版时间
1989-01
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版次
1
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ISBN
9780070511149
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定价
274.70元
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装帧
精装
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开本
其他
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纸张
其他
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页数
218页
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正文语种
英语
- 【内容简介】
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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】
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NeilRackhamisfounderandformerpresidentofHuthwaite,Inc.Huthwaiteresearches,consults,andprovidesseminarsformorethan200leadingsalesorganizationsaroundtheworld,includingXerox,IBM,andCiticorp.Hisacademicbackgroundisinresearchpsychology.ItwasattheUniversityofSheffield,England,thathebeganhisresearchintosaleseffectivenessthatresultedinSPIN.Rackhamistheauthorofmorethan50articlesandseveralbooks.
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