Account Strategy For Major Sales

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Major Account Sales Strategy (PB)

Neil Rackham
Major Account Sales Strategy PB Book PDF

Author : Neil Rackham
Publisher : McGraw Hill Professional
Page : 236 pages
File Size : 54,5 Mb
Release : 1989-01-22
Category : Business & Economics
ISBN : 9780071708401

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Major Account Sales Strategy (PB) by Neil Rackham Pdf

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 . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

SPIN® -Selling

Neil Rackham
SPIN Selling Book PDF

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 50,7 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Account Strategy for Major Sales

Neil Rackham
Account Strategy for Major Sales Book PDF

Author : Neil Rackham
Publisher : Gower Publishing Company, Limited
Page : 184 pages
File Size : 54,8 Mb
Release : 1988
Category : Sales management
ISBN : 0566027690

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Account Strategy for Major Sales by Neil Rackham Pdf

Most books on selling strategy are based on a series of steps which sales people are supposed to go through when they sell. This unique book, a companion volume to the author's Making Major Sales, looks at selling strategy the other way around - from the buyer's perspective. It presents a scientific analysis, based on detailed research of buyer behaviour and how it changes during the selling cycle. Using these research findings and case studies it illustrates how to develop a practical selling strategy which has maximum impact on the buying decision at each phase of the buying process.

Major Account Sales Strategies

Alan L. Shifflett
Major Account Sales Strategies Book PDF

Author : Alan L. Shifflett
Publisher : CRC Press
Page : 298 pages
File Size : 43,7 Mb
Release : 2000-06-14
Category : Business & Economics
ISBN : 1574442880

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Major Account Sales Strategies by Alan L. Shifflett Pdf

Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it. Your students will understand how to: Target the right sales prospects Manage databases Get the necessary facts Sell to the right buyer Develop winning sales strategies Write professional sales proposals Deliver dynamic sales presentations Close the sale · Turn small accounts into large ones The CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use software ties the information from the book to its actual use. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Barrier helps you prepare your students to use what they learn.

The Challenger Sale

Matthew Dixon,Brent Adamson
The Challenger Sale Book PDF

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 42,6 Mb
Release : 2011-11-10
Category : Business & Economics
ISBN : 9781101545898

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The Challenger Sale by Matthew Dixon,Brent Adamson Pdf

What's the secret to sales success? If you're like most business leaders, you'd say it's fundamentally about relationships-and you'd be wrong. The best salespeople don't just build relationships with customers. They challenge them. The need to understand what top-performing reps are doing that their average performing colleagues are not drove Matthew Dixon, Brent Adamson, and their colleagues at Corporate Executive Board to investigate the skills, behaviors, knowledge, and attitudes that matter most for high performance. And what they discovered may be the biggest shock to conventional sales wisdom in decades. Based on an exhaustive study of thousands of sales reps across multiple industries and geographies, The Challenger Sale argues that classic relationship building is a losing approach, especially when it comes to selling complex, large-scale business-to-business solutions. The authors' study found that every sales rep in the world falls into one of five distinct profiles, and while all of these types of reps can deliver average sales performance, only one-the Challenger- delivers consistently high performance. Instead of bludgeoning customers with endless facts and features about their company and products, Challengers approach customers with unique insights about how they can save or make money. They tailor their sales message to the customer's specific needs and objectives. Rather than acquiescing to the customer's every demand or objection, they are assertive, pushing back when necessary and taking control of the sale. The things that make Challengers unique are replicable and teachable to the average sales rep. Once you understand how to identify the Challengers in your organization, you can model their approach and embed it throughout your sales force. The authors explain how almost any average-performing rep, once equipped with the right tools, can successfully reframe customers' expectations and deliver a distinctive purchase experience that drives higher levels of customer loyalty and, ultimately, greater growth.

Selling to Major Accounts

Terry R. Bacon
Selling to Major Accounts Book PDF

Author : Terry R. Bacon
Publisher : AMACOM Div American Mgmt Assn
Page : 348 pages
File Size : 43,6 Mb
Release : 1999
Category : Business & Economics
ISBN : 081442435X

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Selling to Major Accounts by Terry R. Bacon Pdf

Publisher Fact Sheet This valuable book demonstrates with powerful tools, processes, & successful techniques how to build strong relationships with key customers.

Managing Major Sales

Neil Rackham,Richard Ruff
Managing Major Sales Book PDF

Author : Neil Rackham,Richard Ruff
Publisher : Harper Collins
Page : 282 pages
File Size : 53,8 Mb
Release : 1991
Category : Business & Economics
ISBN : 9780887305085

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Managing Major Sales by Neil Rackham,Richard Ruff Pdf

The first book on managing major sales from the bestselling author of SPIN® Selling.

Successful Global Account Management

Kevin Wilson,Nick Speare,Samuel J. Reese
Successful Global Account Management Book PDF

Author : Kevin Wilson,Nick Speare,Samuel J. Reese
Publisher : Kogan Page Publishers
Page : 272 pages
File Size : 41,5 Mb
Release : 2002
Category : Business & Economics
ISBN : 0749436042

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Successful Global Account Management by Kevin Wilson,Nick Speare,Samuel J. Reese Pdf

Based on a major global research study into Global Account Management (GAM), Successful Global Account Managment shows companies how to adopt a radically different approach to dealing with their key accounts to operate as truly global suppliers.

Sales Strategy for Business Growth

Julian Clay
Sales Strategy for Business Growth Book PDF

Author : Julian Clay
Publisher : Thorogood Publishing
Page : 152 pages
File Size : 51,6 Mb
Release : 2013-06
Category : Sales management
ISBN : 8210379456XXX

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Sales Strategy for Business Growth by Julian Clay Pdf

This book is designed to help business owners construct and implement their sales strategy. Understanding how a sales team operates within a changing environment and having a proactive approach will have a big impact on a company's future success.

Key Account Management

Diana Woodburn,Malcolm McDonald
Key Account Management Book PDF

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 53,6 Mb
Release : 2011-03-07
Category : Business & Economics
ISBN : 9780470974155

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Key Account Management by Diana Woodburn,Malcolm McDonald Pdf

"This book is crammed with distilled, practical wisdom for key account managers and their directors. Organizations claiming to practise key account management should equip everyone involved with a copy, so they really understand what they are supposed to be doing. Anything less is just old-fashioned selling." Developing successful business-to-business relationships with more customers in highly competitive markets requires processes and skills that go beyond traditional selling activity. The very best state-of-the-art strategies are set out clearly in this book by intentionally known authors who have worked at the highest levels with more key and strategic account managers worldwide than probably any other leading advisors. Based on the hugely influential KEY CUSTOMERS it looks at: Why has account management become so critical to commercial success? What are the key challenges and how do successful companies respond? What part does key account management play in strategic planning? How do companies build profitable relationships with their customers? How does key account management actually work? What does a successful key account manager look like and what skills does he/she need? How should key account managers be evaluated and rewarded? How do companies achieve key account management? By addressing these key questions Woodburn and McDonald provide tools and processes for success honed by tough consultancy projects with the boards of some of the world's leading companies. The book stresses the elements that really matter - from developing a customer categorization system that really works and analyzing the needs of key accounts; to understanding the new skills required by key account managers and ensuring that key account plans are implemented. The 'real world' approach is backed by tested principles and the latest research from the renowned Cranfield School of Management. Key Account Management comes from authors who have taught leading companies how to approach their most powerful and demanding customers and still make money. It is essential reading for all senior management with strategic responsibility, for key or strategic account directors, and for marketing and sales executives. The clear and authoritative approach also makes it an outstanding text for the serious MBA and executive student as well as business-to-business company directors and key account managers.

Insight Selling

Mike Schultz,John E. Doerr
Insight Selling Book PDF

Author : Mike Schultz,John E. Doerr
Publisher : John Wiley & Sons
Page : 263 pages
File Size : 54,9 Mb
Release : 2014-04-30
Category : Business & Economics
ISBN : 9781118875063

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Insight Selling by Mike Schultz,John E. Doerr Pdf

What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.1 billion in annual purchasing power. When they compared the winners to the second-place finishers, they found surprising results. Not only do sales winners sell differently, they sell radically differently, than the second-place finishers. In recent years, buyers have increasingly seen products and services as replaceable. You might think this would mean that the sale goes to the lowest bidder. Not true! A new breed of seller—the insight seller—is winning the sale with strong prices and margins even in the face of increasing competition and commoditization. In Insight Selling, Schultz and Doerr share the surprising results of their research on what sales winners do differently, and outline exactly what you need to do to transform yourself and your team into insight sellers. They introduce a simple three-level model based on what buyers say tip the scales in favor of the winners: Level 1 "Connect." Winners connect the dots between customer needs and company solutions, while also connecting with buyers as people. Level 2 "Convince." Winners convince buyers that they can achieve maximum return, that the risks are acceptable, and that the seller is the best choice among all options. Level 3 "Collaborate." Winners collaborate with buyers by bringing new ideas to the table, delivering new ideas and insights, and working with buyers as a team. They also found that much of the popular and current advice given to sellers can damage sales results. Insight Selling is both a strategic and tactical guide that will separate the good advice from the bad, and teach you how to put the three levels of selling to work to inspire buyers, influence their agendas, and maximize value. If you want to find yourself and your team in the winner's circle more often, this book is a must-read.

The Ultimate Sales Book

Christine Harvey,Grant Stewart,Di McLanachan
The Ultimate Sales Book Book PDF

Author : Christine Harvey,Grant Stewart,Di McLanachan
Publisher : Teach Yourself
Page : 388 pages
File Size : 42,7 Mb
Release : 2018-04-19
Category : Business & Economics
ISBN : 9781473684027

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The Ultimate Sales Book by Christine Harvey,Grant Stewart,Di McLanachan Pdf

If you want to be the best, you have to have the right skillset. From sales strategy and account management to negotiation and customer service,THE ULTIMATE SALES BOOK is a dynamic collection of tools, techniques, and strategies for success. Discover the main themes, key ideas and tools you need and bring it all together with practical exercises. This is your complete course in successful selling. ABOUT THE SERIES ULTIMATE books are for managers, leaders, and business executives who want to succeed at work. From marketing and sales to management and finance, each title gives comprehensive coverage of the essential business skills you need to get ahead in your career. Written in straightforward English, each book is designed to help you quickly master the subject, with fun quizzes embedded so that you can check how you're doing.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 43,6 Mb
Release : 2006-06-20
Category : Selling
ISBN : 9780785288060

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The Psychology of Selling by Brian Tracy Pdf

Double and triple your sales--in any market. The purpose of this book is to give you a series of ideas, methods, strategies, and techniques that you can use immediately to make more sales, faster and easier than ever before. It's a promise of prosperity that sales guru Brian Tracy has seen fulfilled again and again. More sales people have become millionaires as a result of listening to and applying his ideas than from any other sales training process ever developed.

The Management of Major Sales

Neil Rackham,Richard Ruff
The Management of Major Sales Book PDF

Author : Neil Rackham,Richard Ruff
Publisher : Gower Publishing Company, Limited
Page : 169 pages
File Size : 47,8 Mb
Release : 1991
Category : Sales management
ISBN : 0566028697

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The Management of Major Sales by Neil Rackham,Richard Ruff Pdf

Considers the management strategies, techniques and skills necessary for major sales and aims to show how these can be developed to improve sales performance, outlining alternative strategies for increasing sales effectiveness and using real-life case studies throughout.

The New Successful Large Account Management

Robert B. Miller,Stephen E. Heiman,Tad Tuleja
The New Successful Large Account Management Book PDF

Author : Robert B. Miller,Stephen E. Heiman,Tad Tuleja
Publisher : Kogan Page Publishers
Page : 230 pages
File Size : 40,9 Mb
Release : 2006
Category : Business & Economics
ISBN : 0749445017

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The New Successful Large Account Management by Robert B. Miller,Stephen E. Heiman,Tad Tuleja Pdf

"With limited resources and increasing competition, managing strategic accounts requires a focused strategy, plan, and process. Developed collaboratively with world-class sales forces, the Large Account Management Process provides an enduring framework for protecting and growing your most important customer relationships."- Damon Jones, COO, Miller Heiman, Inc."The Large Account Management Process has implemented a discipline that allows people to work together and communicate, setting strategies and sales goals that benefit both our customers and our own company."- Joseph L Cash, senior vice president of sales, Equifax Corporation"Miller Heiman's Large Account Management Process delivers a disciplined process for gathering the information required to really understand the trends impacting our largest clients. This critical information defines the strategies that provide long-term customer value and drive consistently superior business results."- Paul Wichman, vice president and senior division sales manager, Schwab Institution'The New Successful Large Account Management' now in its third edition, is thoroughly revised and updated and takes into consideration recent changes in the industry. This hard-hitting and no-nonsense book advises you how to best manage your most important business accounts. The authors of the best-selling books The New Strategic Selling and The New Conceptual Selling provide comprehensive and practical lessons that will help you to protect and improve your most crucial customer relationships. By following their clearly definied and dynamic approach to the account planning process, you will learn how to devise a strategic action plan to manage your key accounts; manage them effectively and profitably; build long term client relationships; climb ahead of competitors and move your relationship up the buy-sell hierarchy. Whatever business you're in, this excellent book shows you how to protect those crucial accounts that you can't afford to lose.