Rackham, Neil.
Major account sales strategy / Neil Rackham. - New York : McGraw-Hill, c1989. - xv, 218 pages : illustrations ;
Includes index.
Contents: Preface -- 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 recognition of needs phase -- 4. Influencing the customer's choice: strategies for the evaluation of options phase -- 5. Differentiation and vulnerability: more about competitive strategy -- 6. Overcoming final fears: strategies for the resolution of concerns phase -- 7. Sales negotiation: how to offer concessions and agree to terms -- 8. How to ensure continued success: implementation and account maintenance strategies -- 9. Anatomy of a sales strategy -- Index
English
0070511144 [hardbound] $19.95
88008038
Sales management.
Major account sales strategy / Neil Rackham. - New York : McGraw-Hill, c1989. - xv, 218 pages : illustrations ;
Includes index.
Contents: Preface -- 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 recognition of needs phase -- 4. Influencing the customer's choice: strategies for the evaluation of options phase -- 5. Differentiation and vulnerability: more about competitive strategy -- 6. Overcoming final fears: strategies for the resolution of concerns phase -- 7. Sales negotiation: how to offer concessions and agree to terms -- 8. How to ensure continued success: implementation and account maintenance strategies -- 9. Anatomy of a sales strategy -- Index
English
0070511144 [hardbound] $19.95
88008038
Sales management.