About this title: This book features 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 ...
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Note: This is a general synopsis. Each listing is described below.
Description: Good. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1989-01-01
ISBN-13:9780070511149ISBN:0070511144
Description: Good in Good jacket. Used for class has some highlighting, underlining and notes. Dust jacket shows some wear and tear. Get successful! read more
Edition: Not Given
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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. " This book has 218 pages and is illustrated. read more
Edition: Second Printing
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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. " This book has 218 pages and is illustrated. read more
Edition: Fifteenth Printing
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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. " This book has 218 pages and is illustrated. read more
Edition: Fourteenth Printing
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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. " This book has 218 pages and is illustrated. read more
Edition: Fourteenth Printing
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Inc., New York, New York, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Fine in Fine jacket. 8vo-over 7¾"-9¾" tall. "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. " This book has 218 pages and is illustrated. read more
Edition: Sixth Printing
Binding: Hardcover
Publisher: McGraw-Hill Book Company, Blacklick, Ohio, U.S.A.
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Good + in Good + jacket. Ex-Library. 8vo-over 7¾"-9¾" tall. An arsenal of shrewd tactics and winning strategies to make you a major account sales success. Non-price clipped dj is lightly scuffed, small closed tear at top back board corner, private library sticker on spine. Red boards have light shelfwear. Card pocket inside beb. Pages are clean & text is free from markings. All pages secure in binding. read more
Binding: Paperback
Publisher: McGraw-Hill Education(McGraw-Hill Professional)
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: BRAND NEW PAPERBACK. 9.299 by 6.402 inches. (218 pages) 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 ... read more
Binding: Paperback
Publisher: MCGRAW-HILL EDUCATION-EUROPE Country = UNITED STATES
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: BRAND NEW PAPERBACK. 218 pages. (218 pages) offers various strategies and tactics for the entire major account sales cycle. this book helps you tailor your selling strategy to match each step in the client's decision-making process. it also helps enable you to handle negotiations, concessions on pr1ce, and term agreements skillfully and effectively. (Paperback) read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1989
ISBN-13:9780070511149ISBN:0070511144
Description: Good in Good jacket. DUST JACKET WORN AS IT HAS SERVED IT'S PURPOSE AND PROTECTED THE BOOK, Clean, nice condition, good reading copy. read more
Description: Good. Only lightly used. Book has minimal wear to cover and binding. A few pages may have small creases and minimal underlining. Book selection as BIG as Texas. read more
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