Major Account Sales Strategies: Breaking the Six Figure Barrier in Consultive Selling, 1st Edition (Hardback) book cover

Major Account Sales Strategies

Breaking the Six Figure Barrier in Consultive Selling, 1st Edition

By Alan L. Shifflett

CRC Press

296 pages

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Hardback: 9781574442885
pub: 2000-06-14
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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.

  • 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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    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

    Subject Categories

    BISAC Subject Codes/Headings:
    BUS058000
    BUSINESS & ECONOMICS / Sales & Selling