TY  - BOOK
AU  - Rackham,Neil
TI  - Major account sales strategy
SN  - 0070511144 [hardbound]
PY  - 1989///
CY  - New York
PB  - McGraw-Hill
KW  - Sales management
N1  - 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
UR  - http://www.loc.gov/catdir/toc/mh021/88008038.html
UR  - http://www.loc.gov/catdir/enhancements/fy0735/88008038-b.html
UR  - http://www.loc.gov/catdir/enhancements/fy1012/88008038-d.html
ER  -