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

1st Edition

Alan L. Shifflett

CRC Press
Published June 14, 2000
Reference - 296 Pages
ISBN 9781574442885 - CAT# SL2880

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Summary

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.
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