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

Features

• Cover Type: Hard Cover with 296 pages
• Published by: CRC June 14, 2000
• Written in: English
• ISBN 10 Number: 1574442880
• ISBN 13 Number: 978-1574442885
• Book Dimensions: 9.5 x 6.4 x 0.9 inches
• Weighs: 1.4 pounds

Product Review
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

I never expected to enjoy reading a sales How-to book…I couldnt put it down! -Sean Jeffrey, President, ABC Web Solutions

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

Promo Copy

Product 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.

Reader Reviews
If you are looking for a workbook on securing corporate deals and managing corporate accounts, this book takes you on a step-by-step journey on a case or two. In particular, the book is easy to read and the short-sharp contents are well organised for impatient people like me. But the book could have a stronger emphasis on consultative selling to help consultants (or readers) to understand and manifest the value of "solution" sales i.e. what truly brings in deals beyond the "Six Figure" as suggested on the book's title...unless I interpreted the book's title wrongly.