Published June 1, 1999
by AMACOM/American Management Association .
Written in English
|The Physical Object|
|Number of Pages||336|
Major Account Sales Strategy book. Read 8 reviews from the world's largest community for readers. and service the client--these are the keys to success when you need to nail down major accounts. “The most effective selling strategy during this phase is to uncover dissatisfaction in the account and to develop that dissatisfaction until Selling To Major Accounts: Tools, Techniques, And Practical Solutions For The Sales Manager Mobi Download Book, 83fc8de [The Sales Force of the Future accounting information for managerial decision makingAccounts Payable; ch demonstrates the benefits of key account planning and sets out r market share and Selling to Major Accounts: A Strategic Approach. Calling on major accounts is time-consuming and risky. With account management training, develop the strategy that will get you the best return on your investment! You can no longer afford to expend energy on account development without a plan or :// Used this text book for a Key Account Management class. It really gives a lot of information about creating an account plan for major accounts. Good examples, easy to read text. Not going to use it in the future so I'm going to sell it used, but it was a good read, highly recommend for any salespeople managing key ://
Major accounts are not just big little accounts - they're fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. Three core sales performance skills are addressed in Chapter 1 – asking questions, active listening and positioning your :// In selling to and serving major accounts, team selling is one of the most powerful, and underutilized, competitive advantages. Effectively mobilizing your organization’s most precious assets, its people, often makes the difference between success or failure in large :// 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 › Books › Business & Money › Marketing & Sales. Major Account Sales -- Will You Profit by Selling to Big Companies? by Janet Attard Last Updated: Are you considering going after bigger customers? The rewards can be big, but so can the challenges, and the costs of doing business. Here's what you need to know about selling to major ://
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major :// Major accounts are not just big little accounts – they’re fundamentally different. Mastering Major Account Selling explores the skills and competencies of top performers selling in major accounts. Mastering Major Account Selling: targets sales in major accounts in the B2B market; draws on the experiences of top performers in major accounts Selling to major accounts: tools, techniques, and practical solutions for the sales manager. [Terry R Bacon] Home. WorldCat Home About WorldCat Help. Search This group must be managed differently from run-of-the-mill accounts. This book provides the powerful processes, Managing Major Accounts. Discusses issues encountered in the selling and management of major accounts. The topics covered include: 1) reasons for the increasing importance of major account management in sales management and marketing strategy, 2) a framework for account selection, 3) a review of concepts useful in analyzing buying behavior