000			02040pam a2200373 a 4500
001			547374
003			OSt
005			20170119202743.0
008			881026s1989 nyua 001 0 eng
010			_a 88008038
020			_a0070511144 [hardbound] _c$19.95
040			_aDLC _cDLC _dDLC
082	0	0	_219
100	1		_aRackham, Neil.
245	1	0	_aMajor account sales strategy / _cNeil Rackham.
260			_aNew York : _bMcGraw-Hill, _cc1989.
300			_axv, 218 pages : _billustrations ;
336			_2rdacontent _atext
337			_2rdamedia _aunmediated
338			_2rdacarrier _avolume
500			_aIncludes index.
505			_aContents: 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
541			_xChristopher Biore _yBusiness and Accountancy _zBSBA-Marketing Management
546			_aEnglish
650		0	_aSales management.
856	4	1	_3Table of contents _uhttp://www.loc.gov/catdir/toc/mh021/88008038.html
856	4	2	_3Contributor biographical information _uhttp://www.loc.gov/catdir/enhancements/fy0735/88008038-b.html
856	4	2	_3Publisher description _uhttp://www.loc.gov/catdir/enhancements/fy1012/88008038-d.html
906			_a7 _bcbc _corignew _d1 _eocip _f19 _gy-gencatlg
942			_2ddc _cBK
998			_cchristy[new] _d07/24/2014
999			_c663 _d663