Major Account Sales Strategies

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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 : 50,5 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.

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 : 41,5 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.

SPIN® -Selling

Neil Rackham
SPIN Selling Book PDF

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 55,8 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.

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 : 46,7 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.

Developing a sales strategy for the 'T-Mobile International' account in the Siemens Mobile Network business unit

Daniel Weber
Developing a sales strategy for the T Mobile International account in the Siemens Mobile Network business unit Book PDF

Author : Daniel Weber
Publisher : GRIN Verlag
Page : 129 pages
File Size : 48,5 Mb
Release : 2006-10-08
Category : Business & Economics
ISBN : 9783638552769

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Developing a sales strategy for the 'T-Mobile International' account in the Siemens Mobile Network business unit by Daniel Weber Pdf

Diploma Thesis from the year 2006 in the subject Business economics - Information Management, grade: 1,7, Cologne University of Applied Sciences, language: English, abstract: This document deals with the development of a sales strategy for a key account customer conducting business across domestic boundaries. The idea of key account management and the geographic distinction of it as well as the process of strategic management in this context are discussed. The focus lays on the adaptation of the strategic management process to the particularities of international key account management. In the course of this paper it is illustrated how key account management, with the key account customer as the core element, affects the strategic management process by using it with focus on a single customer instead for a whole industry. For the purpose of taking key account management on an international level, different levels of internationalisation are described and applied to the concept of key account management. As a result of this description the expanded concept of key account management to a global level – global account management – is presented. After describing the essentials of strategy, key account management and strategic management, these elements are merged and the different underlying analytical concepts are presented. The main analytical concept is based on Michael E. Porter's 'competitive strategy' and the five competitive forces. Following the description and the merging of the models, the theoretical framework is applied to the practical case of the 'T‐Mobile International' account at Siemens Mobile Networks. The practical case includes the analysis of the business relationship and leads to a final strategy. Keywords: Global account management Key account management Strategic management Strategy development Geographical distinction

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 : 40,9 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.

The Challenger Sale

Matthew Dixon,Brent Adamson
The Challenger Sale Book PDF

Author : Matthew Dixon,Brent Adamson
Publisher : Penguin
Page : 240 pages
File Size : 42,7 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.

The Psychology of Selling

Brian Tracy
The Psychology of Selling Book PDF

Author : Brian Tracy
Publisher : Thomas Nelson Inc
Page : 240 pages
File Size : 52,9 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.

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 : 40,6 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.

Selling is Dead

Marc Miller,Jason Sinkovitz
Selling is Dead Book PDF

Author : Marc Miller,Jason Sinkovitz
Publisher : John Wiley & Sons
Page : 215 pages
File Size : 54,8 Mb
Release : 2012-06-29
Category : Business & Economics
ISBN : 9781118429273

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Selling is Dead by Marc Miller,Jason Sinkovitz Pdf

A manifesto for reinventing the sales function Selling Is Dead argues that selling teams and growth-motivated organizations must change to remain competitive. It presents a new selling framework based on research that indicates that buyer behavior can be modeled and that large sales and small sales are fundamentally different. This new framework provides salespeople with a practical structure for giving buyers significantly more value for their dollar-value well beyond the products and services being sold. Rather than focusing on one selling model, regardless of the type of sale, this book offers four different types of large sales and presents specific strategies for succeeding at each. Many sales organizations are systematically mismanaging their selling opportunities and failing to optimize their markets. Through effective selling models, illustrative case studies and examples, and real-world anecdotes, Selling Is Dead brings strategy and efficiency to sales-and shows every sales-based business how to reap the rewards.

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 : 46,6 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.

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 : 51,5 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.

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Neil Rackham
The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources Book PDF

Author : Neil Rackham
Publisher : McGraw Hill Professional
Page : 240 pages
File Size : 55,5 Mb
Release : 1996-06-22
Category : Business & Economics
ISBN : 9780071368827

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham Pdf

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

How to Sell Anything to Anybody

Joe Girard
How to Sell Anything to Anybody Book PDF

Author : Joe Girard
Publisher : Simon and Schuster
Page : 196 pages
File Size : 43,5 Mb
Release : 2006-02-07
Category : Business & Economics
ISBN : 9780743273961

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How to Sell Anything to Anybody by Joe Girard Pdf

Joe Girard was an example of a young man with perseverance and determination. Joe began his working career as a shoeshine boy. He moved on to be a newsboy for the Detroit Free Press at nine years old, then a dishwasher, a delivery boy, stove assembler, and home building contractor. He was thrown out of high school, fired from more than forty jobs, and lasted only ninety-seven days in the U.S. Army. Some said that Joe was doomed for failure. He proved them wrong. When Joe started his job as a salesman with a Chevrolet agency in Eastpointe, Michigan, he finally found his niche. Before leaving Chevrolet, Joe sold enough cars to put him in the Guinness Book of World Records as 'the world's greatest salesman' for twelve consecutive years. Here, he shares his winning techniques in this step-by-step book, including how to: o Read a customer like a book and keep that customer for life o Convince people reluctant to buy by selling them the right way o Develop priceless information from a two-minute phone call o Make word-of-mouth your most successful tool Informative, entertaining, and inspiring, HOW TO SELL ANYTHING TO ANYBODY is a timeless classic and an indispensable tool for anyone new to the sales market.

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 : 42,6 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.