Can I read Major Account Sales Strategy on EtoBox?

Major Account Sales Strategy by Rackham, Neil is a business book available to read on EtoBox.

What is Major Account Sales Strategy about?

Sales behavior and sales success -- Obtaining commitment : closing the sale -- Customer needs in the major sale -- The spin strategy -- Giving benefits in major sales -- Preventing objections -- Preliminaries : opening the call -- Turning theory into practice --Appendixes.;Written by Neil Rackham, former president and founder of Huthwaite Corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite Corporation's massive 12-year, $1-million dollar research into effective sales performance, and this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In "SPIN Selling," Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do technique

Who reads Major Account Sales Strategy?

Author

Rackham, Neil

Published

2009

Language

EN

Category

business

Subjects

Marketing, Business, Sales & Marketing

Rating

4.7 / 5 (210 ratings)

Updated

2026-03-14