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Major Account Sales Strategy
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More about the book
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
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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
- Category
- Business and Economics
- 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.