{"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\u003eBinding Type:\u003c\/b\u003e Paperback\u003cbr\u003e\u003cb\u003ePublisher:\u003c\/b\u003e McGraw-Hill Companies\u003cbr\u003e\u003cb\u003ePublished:\u003c\/b\u003e 06\/12\/2023\u003cbr\u003e\u003cb\u003eISBN:\u003c\/b\u003e 9781265785574\u003cbr\u003e\u003cb\u003ePages:\u003c\/b\u003e 240\u003cbr\u003e\u003cb\u003eWeight:\u003c\/b\u003e 0.71lbs\u003cbr\u003e\u003cb\u003eSize:\u003c\/b\u003e 9.00h x 6.00w x 0.50d","brand":"Neil Rackham","offers":[{"title":"Default Title","offer_id":42924760760501,"sku":"9781265785574","price":26.35,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0473\/0804\/6492\/products\/img_1cccdb6f-e837-4079-b07b-fdfc5962c27a.jpg?v=1687837672","url":"https:\/\/pastforward.org\/products\/major-account-sales-strategy-pb-9781265785574","provider":"Past Forward","version":"1.0","type":"link"}