Major Account Sales Strategy (PB)

Major Account Sales Strategy (PB)

<p><b>An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success</b></p><br /><br /><p>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.</p><br /><br /><p>Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .</p><br /><br /><ul><li>Tailor your selling strategy to match each step in the client's decision-making process.</li><br /><br /><li>Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.</li><br /><br /><li>Gain entry to accounts through many different windows of opportunity.</li><br /><br /><li>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.</li><br /><br /><li>Handle negotiations, concessions on price, and term agreements skillfully and effectively.</li><br /><br /><li>Offer the ongoing technical and maintenance support that keeps your major accounts yours.</li><br /><br /></ul><br /><br /><p>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 <i>Major Account Sales Strategy</i>.</p>