Major account sales strategy / Neil Rackham.
Material type:
TextPublisher: New York : McGraw-Hill, c1989Description: xv, 218 pages : illustrationsContent type: text Media type: unmediated Carrier type: volumeISBN: 0070511144 [hardbound]Subject(s): Sales managementDDC classification: Online resources: Table of contents | Contributor biographical information | Publisher description | Item type | Current location | Call number | Status | Date due | Barcode |
|---|---|---|---|---|---|
Book
|
658.81 R11 1989 (Browse shelf) | Available | 3UCBL000001966 |
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
BSBA-Marketing Management
English
There are no comments on this title.