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Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively.
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Major Account Sales Strategy, Neil Rackham
- Language
- Released
- 1989
- product-detail.submit-box.info.binding
- (Hardcover)
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- Title
- Major Account Sales Strategy
- Language
- English
- Authors
- Neil Rackham
- Publisher
- McGraw-Hill Education - Europe
- Released
- 1989
- Format
- Hardcover
- ISBN10
- 0070511144
- ISBN13
- 9780070511149
- Series
- Rating
- 4.2 out of 5
- Description
- Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively.