Major Account Sales Strategy Pb

Author : Neil Rackham
Publisher : McGraw Hill Professional
Page : 236 pages
File Size : 54,8 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.

Author : Terry R. Bacon
Publisher : AMACOM Div American Mgmt Assn
Page : 348 pages
File Size : 47,8 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.

Author : Alan L. Shifflett
Publisher : CRC Press
Page : 292 pages
File Size : 55,7 Mb
Release : 2000-06-14
Category : Business & Economics
ISBN : 9781482279207

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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.

Author : Marc Miller,Jason Sinkovitz
Publisher : John Wiley & Sons
Page : 215 pages
File Size : 53,5 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.

Author : Julian Clay
Publisher : Thorogood Publishing
Page : 152 pages
File Size : 43,7 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.

Author : Dr. Arnold Tilden
Publisher : Xlibris Corporation
Page : 155 pages
File Size : 46,7 Mb
Release : 2000-09-20
Category : Business & Economics
ISBN : 9781796024623

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Sst by Dr. Arnold Tilden Pdf

SST : Successful Selling to Type, is based on the time-honored principle that relationships are crucial to successful selling. Even at the highest business-to-business levels, people still buy from people. But, people have different personalities and approaching them as though they are all the same is like a skilled craftsman using a single tool, the hammer. The single tool approach works well if all of your clients and prospects are nails. We know they are not. SST the Book provides an overview of this powerful business development model that has led to staggering improvement in sales performance. One client experienced a nearly 500% increase in sales with an experimental group using SST as contrasted to a control group without it. SST clients cover a broad array of industries and professions as reflected in this partial client list: Barclays Global Investors, Bink Architectural Partnership, Empire Kosher,First Union National Bank, I-SYS Technologies, Johnson Controls Inc, KnowledgeSoft, McKonly & Asbury CPAs, Nesbitt Burns, Penn State Geisinger Health Plan, Susquehanna University, Telia Prosoft (Sweden)and Thermacore. Chapters are dedicated to the essential SST tools as well as the core skills of questioning, listening, and customizing communication. The concluding chapter consists of drills and exercises to help you master SST and successfully implement it in the field.

Author : Kevin Wilson,Nick Speare,Samuel J. Reese
Publisher : Kogan Page Publishers
Page : 272 pages
File Size : 51,7 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.

Author : Christine Harvey,Grant Stewart,Di McLanachan
Publisher : Teach Yourself
Page : 388 pages
File Size : 51,7 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.

Author : George S. Day,Christine Moorman
Publisher : McGraw Hill Professional
Page : 321 pages
File Size : 44,6 Mb
Release : 2010-07-23
Category : Business & Economics
ISBN : 9780071760782

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Strategy from the Outside In (PB) by George S. Day,Christine Moorman Pdf

Make customer value a C-Suite priority for lasting profits and growth While the Great Recession ravaged the balance sheets of long-standing leaders in their respective industries, many companies have actually gained market share, grown revenuesand profits, and created more value for customers. These are not flash-in-the-pan companies—world-beatersone year and stragglers the next. They are companies like Johnson& Johnson, Procter & Gamble, Fidelity, Cisco, Philips, Walmart, and Amazon. The success of these organizations isn’t the result of a brilliant strategy for bad times; it’sthe outcome of a highly effective long-term strategy that manages thecompany from the outside in. In Strategy from the Outside In, George S. Day and Christine Moormanexplain that the key to such lasting and highly profitable successis the ability to compete on and profit from customer value. It meansoperating from the outside in. It means always building strategy onmarket insight, and ensuring that every part of the company puts customervalue first. Applying years of research, Day andMoorman illustrate that an outside-in view requires constant vigilance and focus on four customer value imperatives: Be a customer value leader Innovate new value for customers Capitalize on the customer as an asset Capitalize on the brand as an asset Day and Moorman take you from theory to practice, with an emphasison real world stories, practical models, and useable metrics sothat you can profit from customer value. From the outside in.

Author : Neil Rackham,Richard Ruff
Publisher : Harper Collins
Page : 282 pages
File Size : 42,5 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.

Author : Kenneth Le Meunier-FitzHugh,Tony Douglas
Publisher : Oxford University Press
Page : 216 pages
File Size : 43,9 Mb
Release : 2016
Category : Business & Economics
ISBN : 9780198706632

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Achieving a Strategic Sales Focus by Kenneth Le Meunier-FitzHugh,Tony Douglas Pdf

This publication considers how sales organisations are responding to increasing competition, more demanding customers and more complex selling environment, and offers discussions of some of the possible solutions to these challenges.

Author : Diana Woodburn,Malcolm McDonald
Publisher : John Wiley & Sons
Page : 497 pages
File Size : 47,8 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.

Author : Neil Rackham
Publisher : Gower Publishing Company, Limited
Page : 184 pages
File Size : 47,8 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.

Author : Anonim
Publisher : Unknown
Page : 1232 pages
File Size : 40,8 Mb
Release : 1999
Category : American literature
ISBN : UCD:31175024624093

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The Publishers Weekly by Anonim Pdf

Author : Neil Rackham,Richard Ruff
Publisher : Gower Publishing Company, Limited
Page : 169 pages
File Size : 45,6 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.