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Major Account Sales Strategy Hardcover – 1 May 1989

4.2 out of 5 stars 5 customer reviews

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Frequently Bought Together

  • Major Account Sales Strategy
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  • The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
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Total price: £57.28
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Product details

  • Hardcover: 240 pages
  • Publisher: McGraw-Hill Education (1 May 1989)
  • Language: English
  • ISBN-10: 0070511144
  • ISBN-13: 978-0070511149
  • Product Dimensions: 16.3 x 2.3 x 23.6 cm
  • Average Customer Review: 4.2 out of 5 stars  See all reviews (5 customer reviews)
  • Amazon Bestsellers Rank: 197,533 in Books (See Top 100 in Books)
  • See Complete Table of Contents

Product Description

About the Author

Neil Rackham is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for more than 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Rackham is the author of more than 50 articles and several books.


Customer Reviews

4.2 out of 5 stars
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Top Customer Reviews

Format: Hardcover
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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Format: Hardcover
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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Format: Hardcover Verified Purchase
This is a standard read for anyone interested in selling properly. It is quite old now but not yet irrelevant. If you've read his earlier book 'SPIN Selling' then there is a fair bit of overlap but it helps the principles to sink in. My copy was second hand but in great condition.
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Format: Hardcover
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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Format: Hardcover Verified Purchase
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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