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Major Account Sales Strategy | 
 enlarge | Author: Neil Rackham
Publisher: McGraw-Hill
Category: Book
List Price: $24.95
Buy Used: $0.46
You Save: $24.49 (98%)
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Rating:  13 reviews
Sales Rank: 54641
Media: Hardcover
Edition: 1
Pages: 218
Number Of Items: 1
Shipping Weight (lbs): 1.1
Dimensions (in): 9 x 5.8 x 1
ISBN: 0070511144
Dewey Decimal Number: 658.81
EAN: 9780070511149
ASIN: 0070511144
Publication Date: January 1, 1989
Availability: Usually ships in 1-2 business days
Shipping: Expedited shipping available
Shipping: International shipping available
Condition: Shows definite wear, and perhaps considerable marking on inside. 100% Money Back Guarantee. Shipped to over one million happy customers. Your purchase benefits world literacy!
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Product Description
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success 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. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . - Tailor your selling strategy to match each step in the client's decision-making process.
- Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.
- Gain entry to accounts through many different windows of opportunity.
- 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.
- Handle negotiations, concessions on price, and term agreements skillfully and effectively.
- Offer the ongoing technical and maintenance support that keeps your major accounts yours.
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 Major Account Sales Strategy.
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| Customer Reviews: Read 8 more reviews...
 Superseded by: "Selling is Dead" July 6, 2007
D. jones (Boise, ID)
1 out of 1 found this review helpful
In it's day this would rate six stars out of five, but it's been superseded by "Selling is Dead" authored by Marc Miller and Jason Sinkovitz. In fact, the authors are students of Mr. Rackham and give him ample credit for the ground breaking work of "Major Account Sales Strategy."
 Spin Selling is his best; this is very good February 4, 2007
Mary (Chicago, IL)
A good effort. Major accounts are the key to all solid selling; Rackman is always good to read. What company wouldn't want their people to read a selling book? See also Strategic Selling by Miller and Sales Skills by Simply Media. Amazon has both.
 SPIN Theory gets you on the table, this book tells you how to get the final business January 20, 2007
Shekar (Sunnyvale, CA United States)
I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales.
Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside.
Great book to read.
Excellent July 19, 2006
Alejandro Berganza (El Salvador. Central America)
1 out of 1 found this review helpful
If the title of the book suggests you something you are looking for, don't hesitate and buy it. It is excellent. It displays a completely actionable model of the selling -or buying- cycle. It describes the phases of the cycle and it gives the strategic principles to follow in each one of them. Mr. Rackham is a true expert in this field.
Top 5 all time best sales books October 25, 2005
Michael Nick (Milwaukee, Wisconsin)
8 out of 8 found this review helpful
This book is in my top 5 all time best written sales books ever. Neils approach is unique, it stands the test of time. He talks about the buyers cycle as it relates to the sellers process. They need to be in alignment...if not, you will not get the sale. This book is a must read for anyone selling. A good compliment to SPIN and really any value based selling methodology including ROI Selling.
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