Major Account Sales Strategy,9780070511149

Major Account Sales Strategy

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Edition: 1st
ISBN13: 9780070511149
ISBN10: 0070511144
Format: Hardcover
Pub. Date: 1989-01-22
Publisher(s): McGraw Hill
List Price: $29.40

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Summary

Today's complex marketplaces cry out for a comprehensive approach to major sales strategy that's a proven winner. And $1,000,000, 15 years, 20 countries, and 35,000 sales calls have produced it at last.

Author Biography

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.

Table of Contents

How Customers Make Decisions.Account Entry Strategy: Getting to Where It Counts.How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase.Influencing the Customer's Choice: Strategies for the Evaluation of Options Phase.Differentiation and Vulnerability: More About Competitive Strategy.Overcoming Final Fears: Strategies for the Resolution of Concerns Phase.Sales Negotiation: How to Offer Concessions and Agree on Terms.How to Ensure Continued Success: Implementation and Account Maintenance Strategies.Anatomy of a Sales Strategy.

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