|
|
 | SPIN® Selling
 Based
on the largest research project ever undertaken in the field--over
35,000 sales calls over 12 years--SPIN®
Selling shows why major sales require new and different skills
from those that have always been used for small sales.
Buy
from Amazon.com
|
|
Major Account Sales
Strategy
 Salespeople,
marketers, and managers agree that major accounts are critical to
survival. Major Account Sales Strategy is the first book to offer new,
proven-effective strategies for major account sales.
Buy
from Amazon.com |
|
Managing Major Sales
 The
first book on managing major sales from the bestselling author of
SPIN® Selling.
Buy
from Amazon.com
|
|
Rethinking the Sales Force
Shows how the successful sales force breaks away from traditional
thinking and transforms itself into an organization with multiple
sales approaches and selling models that meet the demands of today's
sophisticated customers.
Buy
from Amazon.com
|
|
Getting Partnering Right
Essential reading for executive sales managers,
account managers, marketing and customer service professionals--anyone
who wants to establish the kind of customer relations necessary to
succeed in the 21st century.
Buy
from Amazon.com
|
|
| |
|