Neil Rackham and Richard Ruff
Ashgate
Hardback
180
1991
The Management of Major Sales like its companion volumes Making Major Sales and Account Strategy for Major Sales is based on the idea that ?big ticket? selling is different. It requires different strategies and techniques from those that work for smaller sales. And it follows that different management skills are needed. The book examines these strategies techniques and skills and shows how they can be used to improve sales performance.
Ashgate
Hardback
180
1991
The Management of Major Sales like its companion volumes Making Major Sales and Account Strategy for Major Sales is based on the idea that ?big ticket? selling is different. It requires different strategies and techniques from those that work for smaller sales. And it follows that different management skills are needed. The book examines these strategies techniques and skills and shows how they can be used to improve sales performance.