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Major Account Sales Strategy

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Major Account Sales Strategy

(15 customer reviews)

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Product Details

Author:	Neil Rackham
Hardcover:	218 pages
Publisher:	McGraw-Hill
Publication Date:	January 01, 1989
ISBN:	0070511144
Package Length:	9.2 inches
Package Width:	6.1 inches
Package Height:	1.0 inches
Package Weight:	0.7 pounds
Average Customer Rating:	based on 15 reviews

Features

ISBN13: 9780070511149
Condition: New
Notes: BUY WITH CONFIDENCE, Over one million books sold! 98% Positive feedback. Compare our books, prices and service to the competition. 100% Satisfaction Guaranteed

Customer Reviews

Average Customer Review: 4.5

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Great Techniques May 07, 2009
Exellent book, i have the oportunity to spent a day with Neil in a private seminar, really nice person, and very inspiring.

The Techniques he mention in this book are great and can be used in any given time.

I really recomend this one.

My favorite book on Sales! Mar 16, 2009
This is a great book that dissects the sales cycle into several distinct phases: recognition of needs, evaluation of options, resolution of concerns, and implementations. It gives specific sales objectives for each phase of the sales cycle. It also contains many anecdotes illustrating how the lessons in this book have been used for real success.

I rank this book with some of my other all time favorites such as Dale Carnegie's "How to Win Friends and Influence People" and Napoleon Hill's "Think and Grow" Rich.

1 of 1 found the following review helpful:

Superseded by: "Selling is Dead" Jul 06, 2007
In it's day this would rate six stars out of five, but it's been superseded by "Selling is Dead" authored by Marc Miller and Jason Sinkovitz. In fact, the authors are students of Mr. Rackham and give him ample credit for the ground breaking work of "Major Account Sales Strategy."

Spin Selling is his best; this is very good Feb 04, 2007
A good effort. Major accounts are the key to all solid selling; Rackman is always good to read. What company wouldn't want their people to read a selling book? See also Strategic Selling by Miller and Sales Skills by Simply Media. Amazon has both.

SPIN Theory gets you on the table, this book tells you how to get the final business Jan 20, 2007
I thought SPIN theory is what you need first, but after reading this book, based on my personal experience, use of SPIN theory earns the opportunity for one to get on the table, but doesn't mean the business is in your hand. There are few more phases that you have to go through and this book talks through that. Just because the customer has realized a need for something, does not make them write the check -- lot of other things come into play such as do I need this now, am I making the correct decision in going with the choice etc. Must read for some one who is trying to do sales.

Forget business sales, my bar for testing any of these theories is not at work, but at home -- I always try and test these theories at home (with my family) and if it works at home, then IT obviously works outside.

Great book to read.