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on 2 March 2001
Neil Rackham brings a refreshingly common sense appraoch to the tough job of building major account sales. This is based on years of research of successful relationships. His chapter on negotiation is the best advice I have found on the subject. The book does not offer quick fixes or recommend cheap 'closes' but realistically portrays the persistent grind of creating and sustaining a strong account.
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on 6 August 2001
This book basically outlines the importance of knowing your account and following through with consistancy in each phase of the buyers process each and every time. Knowing how the buyers decide and why can help your selling process through the preparation of nessecary information before the potential client even knows he wants it. Neil Rackham outlines common struggles associated with the process including the pressure to negotiate, renegotiate, protect your integrity, protect your products image, and still provide a time efficent way to produce a profitable sale for your company. I am a rookie at outside sales but I feel that this book will get me further into a lot more accounts than I have benn able to so far.
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on 21 October 2008
I have been selling for 10 years now, and this is a good little reminder of the basics and how to not unnecessarily over-complicate what is a relatively simple concept. Good value too
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on 8 January 2014
I can't help but feel that this book may be a bit out-of-date now with all the technology we have at our fingertips. However, there are still some good foundations revealed in this book that may be helpful.
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