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.