Major Account Sales Strategy

Fülszöveg

MAJOR
ACCOUNT
¦K!
SIEfflEGST
Today's complex marketplaces cry out for a comprehensive approach to major sales strategy that's a proven winner. And $1,000,000,15 years, 20 countries, and 35,000 sales calls have produced it at last.
Those figures show the extent of the meticulous research that backs up every word in this incomparable, easy-to-use sales professional's tool. No other book offers such acute, scientific insights into the buying process and lays out matching selling strategies, for each stage. From the first contact to needs development through competitive selling to the buying decision, implementation, and follow-up sales, this book is the first to take you all the way with surefire tactics and winning strategies.
The practical case studies and examples make it easy to understand and apply these sophisticated strategies. If your competition is beating you out on your biggest accounts if last-minute price cuts and concessions are losing you deals if new account... Tovább

Fülszöveg

MAJOR
ACCOUNT
¦K!
SIEfflEGST
Today's complex marketplaces cry out for a comprehensive approach to major sales strategy that's a proven winner. And $1,000,000,15 years, 20 countries, and 35,000 sales calls have produced it at last.
Those figures show the extent of the meticulous research that backs up every word in this incomparable, easy-to-use sales professional's tool. No other book offers such acute, scientific insights into the buying process and lays out matching selling strategies, for each stage. From the first contact to needs development through competitive selling to the buying decision, implementation, and follow-up sales, this book is the first to take you all the way with surefire tactics and winning strategies.
The practical case studies and examples make it easy to understand and apply these sophisticated strategies. If your competition is beating you out on your biggest accounts if last-minute price cuts and concessions are losing you deals if new account development is taking you too long the solution is simple because of the tried and trusted techniques you'll find here. You'll pinpoint your competitors'weak-
SPIN Selling is a registered trademark of Huthwaite, Inc. and is used with its permission.
(continued on back flap)
(continued from front flap)
nesses, negotiate from strength, speed your account penetration and development, and improve your hit rate. And that will save you time, reduce expenses, aid decision making, and boost your job performance.
Not only major account salespeople but also their managers and trainers will find this book eye-opening, provocative, and inspirational. Managers will be able to use the concise, accurate major sales language and concepts it presents to communicate more effectively with their staff as well as to focus their efforts. Trainers will find in this book the first truly validated training models for improving major account sales performance.
Practical, systematic, invaluable—in today's markets, where only the smartest survive, Major Account Sales Strategy is your strategic advantage. Gain the advantage today before your competition does. Vissza