{"product_id":"major-account-sales-strategy-pb-9781265785574","title":"Major Account Sales Strategy (Pb)","description":"\u003cp\u003e\u003cb\u003eAn Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success\u003c\/b\u003e\u003c\/p\u003e \u003cp\u003eKnowing 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.\u003c\/p\u003e \u003cp\u003eBased on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .\u003c\/p\u003e \u003cul\u003e\n\u003cli\u003eTailor your selling strategy to match each step in the client's decision-making process. \u003c\/li\u003e\n\u003cli\u003eEnsure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. \u003c\/li\u003e\n\u003cli\u003eGain entry to accounts through many different windows of opportunity. \u003c\/li\u003e\n\u003cli\u003eDeal 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. \u003c\/li\u003e\n\u003cli\u003eHandle negotiations, concessions on price, and term agreements skillfully and effectively. \u003c\/li\u003e\n\u003cli\u003eOffer the ongoing technical and maintenance support that keeps your major accounts yours.\u003c\/li\u003e\n\u003c\/ul\u003e \u003cp\u003eFrom 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 \u003ci\u003eMajor Account Sales Strategy\u003c\/i\u003e.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAuthor:\u003c\/b\u003e \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=AUTH-12289783\"\u003eNeil Rackham\u003c\/a\u003e\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Companies\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/12\/2023\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 240\u003cbr\u003e\u003cb\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.71lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.50d\u003cbr\u003e\u003cb\u003eISBN13:\u003c\/b\u003e 9781265785574\u003cbr\u003e\u003cb\u003eISBN10:\u003c\/b\u003e 1265785570\u003cbr\u003e\u003cb\u003eBISAC Categories:\u003c\/b\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS058010\"\u003eSales \u0026amp; Selling | Management\u003c\/a\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS002000\"\u003eAdvertising \u0026amp; Promotion\u003c\/a\u003e\u003cbr\u003e- \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=CAT-BUS\"\u003eBusiness \u0026amp; Economics\u003c\/a\u003e | \u003ca href=\"https:\/\/sureshotbooks-com.myshopify.com\/search?type=product%2Carticle%2Cpage\u0026amp;q=BISAC-BUS066000\"\u003eTraining\u003c\/a\u003e\u003cbr\u003e\u003cp\u003e\u003ci\u003eThis title is not returnable\u003c\/i\u003e\u003cbr\u003e\u003c\/p\u003e","brand":"McGraw-Hill Companies","offers":[{"title":"Default Title","offer_id":44482841280749,"sku":"9781265785574","price":32.03,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0550\/8097\/6621\/products\/img_52518e2c-8140-43d9-8aa3-9c0c5256eb6f.jpg?v=1700764788","url":"https:\/\/sureshotbooks.com\/products\/major-account-sales-strategy-pb-9781265785574","provider":"SureShot Books Publishing LLC","version":"1.0","type":"link"}