by Neil Rackam · Collins · tapa dura · ISBN 9780887305085
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«Managing Major Sales» is Neil Rackham and Richard Ruff's practical guide to major sales, published by Collins in hardback (272 pages, in English).
A work focused on managing major sales and improving the effectiveness of the sales team. Written by the author of SPIN Selling, the book combines practical strategies and sales techniques to tackle larger-scale operations and more complex decision cycles.
Originally published on June 5, 1991. The cover includes the subtitle «Practical Strategies for Improving Sales Effectiveness». Category: Business and Economics; sales and sales management.
Aimed at sales professionals and managers, especially those involved in managing major sales.
