{"product_id":"9780071708401","title":"Major Account Sales Strategy","description":"\u003cp\u003e\u003cb\u003eAn Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success\u003c\/b\u003e\u003c\/p\u003e  \u003cp\u003eKnowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle.\u003c\/p\u003e  \u003cp\u003eBased on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . .\u003c\/p\u003e  \u003cul\u003e\n\u003cli\u003eTailor your selling strategy to match each step in the client's decision-making process.\u003c\/li\u003e  \u003cli\u003eEnsure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts.\u003c\/li\u003e  \u003cli\u003eGain entry to accounts through many different windows of opportunity.\u003c\/li\u003e  \u003cli\u003eDeal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople.\u003c\/li\u003e  \u003cli\u003eHandle negotiations, concessions on price, and term agreements skillfully and effectively.\u003c\/li\u003e  \u003cli\u003eOffer the ongoing technical and maintenance support that keeps your major accounts yours.\u003c\/li\u003e  \u003c\/ul\u003e  \u003cp\u003eFrom a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read \u003ci\u003eMajor Account Sales Strategy\u003c\/i\u003e.\u003c\/p\u003e","brand":"McGraw-Hill Education","offers":[{"title":"Default Title","offer_id":47105812234480,"sku":"9780071708401","price":28.0,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0737\/7593\/9824\/files\/9780071708401_p0.jpg?v=1763635553","url":"https:\/\/shop-qa.barnesandnoble.com\/products\/9780071708401","provider":"Barnes \u0026 Noble (DEV)","version":"1.0","type":"link"}