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Major Account Sales Strategy

by Neil Rackham
RM19.00 MYR
Major Account Sales Strategy
Major Account Sales Strategy

Strategic tactics for major account sales mastery.

If you're looking to amp up your sales game with big clients, "Major Account Sales Strategy" could be your new go-to guide. Neil Rackham does more than just talk shop; he gives you a toolbox of strategies that mesh with every step of the sales cycle. Dive into this book for insights into the psyche of your buyers and come out with tactics that will keep you steps ahead of your competition. It's particularly useful if you're seeking to refine your approach to negotiations and long-term customer retention.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.

Major Account Sales Strategy

by Neil Rackham
RM19.00 MYR
Condition guide

Book Condition Guide

Books in Like New Condition

This book may contain very minor cosmetic defects, but it is in pristine condition. There should be no yellowing, no foxing, no water damage, and no annotations of any kind on the cover and the pages. For paperbacks, there should not be any crease marks on the spine. This book is good as new — lucky you!

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Very Good Condition

This book has been used, but it is still in a clean condition. There should be no foxing or annotations of any kind on the inner pages, but a sparse amount may be present on the cover, title pages, or outside edges of the book. There should be no water damage of any kind. For paperbacks, there may be light crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Good Condition

We do our best to ensure the quality of our books, but there is no escaping the wear and tear that comes with time. Slight foxing and some annotations may be present on the pages and the cover. There should be no water damage of any kind. For paperbacks, there may be several crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

Books in Well Read Condition

This is a well-read book, which means that the previous owner probably really enjoyed it! The cover and pages may include moderate foxing and annotations, but the text is not obscured and still readable. Moderate cosmetic defects and minor water damage may be present on the edges of the book. For paperbacks, there may be multiple crease marks on the spine.

*Books may be missing bundle media (e.g. CD, e-book code), if included.

 

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ISBN: 9780070511149
Authors: Neil Rackham
Publisher: McGraw Hill
Date of Publication: 1989-01-01
Format: Hardcover
Related Collections: Business
Goodreads rating: 4.25
(rated by 279 readers)

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 . . .
 

Strategic tactics for major account sales mastery.

If you're looking to amp up your sales game with big clients, "Major Account Sales Strategy" could be your new go-to guide. Neil Rackham does more than just talk shop; he gives you a toolbox of strategies that mesh with every step of the sales cycle. Dive into this book for insights into the psyche of your buyers and come out with tactics that will keep you steps ahead of your competition. It's particularly useful if you're seeking to refine your approach to negotiations and long-term customer retention.

Note: While we do our best to ensure the accuracy of cover images, ISBNs may at times be reused for different editions of the same title which may hence appear as a different cover.