Top positive review
19 people found this helpful
A practical and useful guide to a difficult task
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.