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Major Account Sales Strategy
4.2
Negocios y EconomíaISBN | 9780070511149
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Product details
Pages: 240 pages
Author: Neil Rackham
Publisher: McGraw Hill
ISBN: 9780070511149
Format: tapa dura
Language: en
Release date: 1/1/1989
ISBN: 9780070511149
Synopsis of Major Account Sales Strategy
En este libro, Neil Rackham presenta un arsenal de tácticas astutas y estrategias ganadoras para lograr el éxito en las ventas de cuentas importantes. Aprenderá cómo llegar a los responsables de la toma de decisiones, cómo lidiar con la competencia, cómo comprender la psicología del comprador y cómo atender al cliente. Basado en una investigación exhaustiva, este libro le permitirá adaptar su estrategia de ventas a cada paso en el proceso de toma de decisiones del cliente, asegurarse de no perder clientes, obtener acceso a cuentas a través de diferentes ventanas de oportunidad, manejar negociaciones y ofrecer soporte técnico continuo.
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