Major Account Sales Strategy, Hardcover/Neil Rackham - McGraw-Hill Education

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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.
Based on Neil Rackham\'s exhaustive research, the str.
Now, for the first time, here\'s a book of practical, proven-effective strategies and tactics for the entire Major Account Sales cycle.
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