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Major Account Sales Strategy

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An excellent book. It is a very useful guide for all people involved with major sales (managing or selling). Unlike many books regarding sales it can help improvement in the following areas : 1. Organise concepts regarding sales 2. Avoid Critical mistakes 3. Adapt pattern of bahavior to a most positive one (with regards to major sales) 4. Better understand buyers 5. Understand the difference between major - small value sales. I strongly recommend it.

When told by my boss that I should read the book, I initially resisted. I bought it before the days of Amazon.com - it took about a month for the bookstore to order it and get it in stock. Then I went to the store and picked it up. Once I opened it up, I found it facinating. I read it in 2 days and still tell others involved in selling what a terrific book it is. Neil Rackham doesn't preach about what a genius in the art of selling he is. Instead he takes you on an interesting tour of some of his consulting work with field sales people. He describes what works and what doesn't, contradicting some "conventional wisdom" along the way.
If you're involved in major account sales, read it. I think you'll be glad you did.

[ Phil Pickman -
The Comdyn Group ]