Major Account Sales Strategies : Breaking the Six Figure Barrier in Consultive Selling book cover
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Major Account Sales Strategies
Breaking the Six Figure Barrier in Consultive Selling




ISBN 9781574442885
Published June 14, 2000 by CRC Press
292 Pages

 
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Book Description

Get your students ready for today's global business environment. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling covers every step of the sales process, from target selection to strategic account management. Unlike the typically boring sales textbooks that your students barely open, this book is witty and entertaining. They will actually enjoy reading it and learn something new every time they use it.

Your students will understand how to:

  • Target the right sales prospects
  • Manage databases
  • Get the necessary facts
  • Sell to the right buyer
  • Develop winning sales strategies
  • Write professional sales proposals
  • Deliver dynamic sales presentations
  • Close the sale
    · Turn small accounts into large ones

    The CD-ROM software provided with the text - a unique state-of-the-art feature - offers tools that explain how to manage existing accounts, obtain new major accounts, and maintain important details about each customer for account records and reporting to management. In addition to providing powerful learning tools, the CD-ROM includes templates for forms, correspondence, a 14-page sample proposal, study questions, assignments, and exercises. This easy-to-use software ties the information from the book to its actual use. Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Barrier helps you prepare your students to use what they learn.
  • Table of Contents

    RULES OF ENGAGEMENT
    The Major Account Arena
    HIGH IMPACT PROSPECTING
    Target Selection
    Prospecting Strategies
    Setting the Appointment
    Vertical Market Penetration
    Lead Management
    THE ANATOMY OF AN EFFECTIVE STRATEGY
    Qualifying the Prospect
    Developing a Strategy and Action Plan
    A WINNING PROPOSITION
    Sales Forecasting
    Proposal Development
    Your Sales Presentation
    Closing the Sale
    DELIVERY DILEMMAS
    Implementing the Account
    Account Management Tools
    KEEPING THE FLAME ALIVE
    Consultative Account Management
    Customer Retention
    Spin Control
    Conclusion
    APPENDIX

    ...
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    Author(s)

    Biography

    Alan L. Shifflett (President, Career Uplink, Baltimore, Maryland, USA) (Author)

    Reviews

    "My closing ratio skyrocketed when I used some of the tools form Major Account Sales Strategies"-Marie Cunningham, Account Manager, Metromedia

    "I gave the book to my sales people, and our sales have really improved!" -Chuck Peterson, General Manager, MobilComm

    "I never expected to enjoy reading a sales How-to book…I couldn't put it down!" -Sean Jeffrey, President, ABC Web Solutions

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