Major Account Sales Strategy

Hardcover | January 22, 1989

byNeil Rackham

not yet rated|write a review

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.

Pricing and Purchase Info

$31.59 online
$34.95 list price (save 9%)
In stock online
Ships free on orders over $25
Prices may vary. why?
Please call ahead to confirm inventory.

From Our Editors

Salespeople, marketers, managers--everyone who is involved in selling today-- agrees that major accounts are critical to survival. Major Account Sales Strategy is the first book to offer new, proven-effective strategies for major account sales.

From the Publisher

An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales SuccessKnowing 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 practic...

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 re...

other books by Neil Rackham

Spin Selling
Spin Selling

Hardcover|May 22 1988

$22.61 online$43.95list price(save 48%)
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools…
The SPIN Selling Fieldbook: Practical Tools, Methods, E...

Paperback|Jun 22 1996

$35.31 online$39.95list price(save 11%)
Spin Selling: Situation Problem Implication Need-Payoff: the Best-Validated Sales Method Available…
Spin Selling: Situation Problem Implication Need-Payoff...

Audio Book (CD)|May 26 2000

$30.85 online$32.50list price
see all books by Neil Rackham
Format:HardcoverDimensions:218 pages, 9.3 × 6.4 × 0.9 inPublished:January 22, 1989Publisher:McGraw-Hill Education

The following ISBNs are associated with this title:

ISBN - 10:0070511144

ISBN - 13:9780070511149

Customer Reviews of Major Account Sales Strategy

Reviews

Extra Content

Table of Contents

  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
  4. Recognition of Needs Phase.
  5. Influencing the Customer's Choice: Strategies for Evaluation of Options Phase.
  6. Differentiation and Vulnerability: More About Competitive Strategy.
  7. Overcoming Final Fears: Strategies for the Resolution of Concerns Phase.
  8. Sales Negotiation: How to Offer Concessions and Agree on Terms.
  9. How to Ensure Continued Success: Implementation and Account Maintenance Strategies.
  10. Anatomy of a Sales Strategy.

From Our Editors

Salespeople, marketers, managers--everyone who is involved in selling today-- agrees that major accounts are critical to survival. Major Account Sales Strategy is the first book to offer new, proven-effective strategies for major account sales.