Neil Rackham
Ashgate
Hardback
196
1988
Most books on selling strategy are based on a series of steps which sales people are supposed to go through when they sell. This unique book a companion volume to the author?s Making Major Sales looks at selling strategy the other way around - from the buyer?s perspective. It presents a scientific analysis based on detailed research of buyer behaviour and how it changes during the selling cycle. Using these research findings and case studies it illustrates how to develop a practical selling strategy which has maximum impact on the buying decision at each phase of the buying process.

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Account Strategy for Major Sales

  • Publisher: Ashgate
  • ISBN: 9780566027697
  • Availability: In Stock
  • €81.25
  • Ex Tax: €81.25