Major Account Sales Strategy (inbunden)
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McGraw-Hill Education
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240 x 160 x 23 mm
490 g
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Major Account Sales Strategy (inbunden)

Major Account Sales Strategy

Inbunden Engelska, 1989-05-01
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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.
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  1. How Customers Make Decisions.
  2. Account Entry Strategy: Getting to Where It Counts.
  3. How to Make Your Customers Need You: Strategies for the
  4. Recognition of Needs Phase.
  5. Influencing the Customer's Choice: Strategies for Evaluation of Options Phase.
  6. Differentiation and Vulnerability: More About Competitive Strategy.
  7. Overcoming Final Fears: Strategies for the Resolution of Concerns Phase.
  8. Sales Negotiation: How to Offer Concessions and Agree on Terms.
  9. How to Ensure Continued Success: Implementation and Account Maintenance Strategies.
  10. Anatomy of a Sales Strategy.