• 精装英文原版 Major Account Sales Strategy
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精装英文原版 Major Account Sales Strategy

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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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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.
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