Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071708405
Category : Business & Economics
Languages : en
Pages : 236
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Book 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.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Neil Rackham
Publisher: Harper Collins
ISBN: 0887305083
Category : Business & Economics
Languages : en
Pages : 282
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Book Description
The first book on managing major sales from the bestselling author of SPIN® Selling.
Author: Alan L. Shifflett
Publisher: CRC Press
ISBN: 1482279207
Category : Business & Economics
Languages : en
Pages : 292
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Book Description
Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it. Your students will understand how to: Target the right sales prospects Manage databases Get the necessary facts Sell to the right buyer Develop winning sales strategies Write professional sales proposals Deliver dynamic sales presentations Close the sale · Turn small accounts into large ones The CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use software ties the information from the book to its actual use. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Barrier helps you prepare your students to use what they learn.
Author: John DeVincentis
Publisher: McGraw Hill Professional
ISBN: 0071371265
Category : Business & Economics
Languages : en
Pages : 320
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Book Description
In today's markets, success no longer depends on communicating the value of products or services. It rests on the crucial ability to create value for customers. Sales forces need to retool current strategies by recognizing the customer's dominant power in today's economy and what that means for those who sell. Capitalizing on research into the practices of cutting edge companies, the authors show how the successful sales force breaks away from traditional thinking and transforms themselves into complex business processes with multiple sales approaches and selling mdoels that meet the demands of today's sophisticated customers.
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.
Author: Alan L. Shifflett
Publisher: CRC Press
ISBN: 9781574442885
Category : Business & Economics
Languages : en
Pages : 298
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Book Description
Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it. Your students will understand how to: Target the right sales prospects Manage databases Get the necessary facts Sell to the right buyer Develop winning sales strategies Write professional sales proposals Deliver dynamic sales presentations Close the sale · Turn small accounts into large ones The CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use software ties the information from the book to its actual use. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Barrier helps you prepare your students to use what they learn.
Author: Steve W. Martin
Publisher: TILIS Publishers
ISBN: 0979796172
Category : Business & Economics
Languages : en
Pages : 388
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Book Description
Author: Terry R. Bacon
Publisher: AMACOM Div American Mgmt Assn
ISBN: 9780814424353
Category : Business & Economics
Languages : en
Pages : 348
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Book Description
Publisher Fact Sheet This valuable book demonstrates with powerful tools, processes, & successful techniques how to build strong relationships with key customers.
Author: Thomas Baumgartner
Publisher: John Wiley & Sons
ISBN: 1118343514
Category : Business & Economics
Languages : en
Pages : 258
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Book Description
Drawing on interviews of global sales leaders, provides ways to overcome competition, maximize market opportunities, and improve sales growth.
