Major account sales strategy
| Autor principal: | |
|---|---|
| Formato: | Libro |
| Lenguaje: | English |
| Publicado: |
New York :
McGraw-Hill, Inc.,
©1989
|
| Materias: | |
| Acceso en línea: | Table of contents Contributor biographical information Publisher description |
| LEADER | 02947nam a2200349 i 4500 | ||
|---|---|---|---|
| 003 | PA-PaUSB | ||
| 005 | 20190326131903.0 | ||
| 006 | a|||||r|||| 00| 0 | ||
| 007 | ta | ||
| 008 | 170405s1989 nyua 001 0 eng d | ||
| 020 | |a 0070511144 | ||
| 040 | |a Sistema de Bibliotecas de la Universidad de Panamá | ||
| 082 | 0 | 4 | |a 658.81 |b R115 |2 21 |q SIBIUP |
| 100 | 1 | |9 198446 |a Rackham, Neil |e autor | |
| 245 | 1 | 0 | |a Major account sales strategy |c / Neil Rackham. |
| 264 | 4 | |a New York : |b McGraw-Hill, Inc., |c ©1989 | |
| 300 | |a xv, 218 páginas : |b ilustraciones ; |c 23 cm. | ||
| 336 | |a texto |b txt |2 rdacontent | ||
| 337 | |a sin mediación |b n |2 rdamedia | ||
| 338 | |a volumen |b nc |2 rdacarrier | ||
| 504 | |a Incluye índice. | ||
| 505 | 2 | |a How Customers Make Decisions -- The Research Base -- The Customer Decision Process -- Why the Stages Matter -- Account Strategy in the Recognition of Needs Phase -- Account Strategy in the Evaluation of Options Phase -- Account Strategy in the Resolution of Concerns Phase -- Account Strategy in the Implementation Phase -- A Summary and a Look Forward -- Account Entry Strategy: Getting to Where It Counts -- The Purchasing Channel -- Where's the Decision Maker? -- Entry Strategy -- The Three Focus Points of an Entry Strategy -- The Focus of Receptivity -- The Dangers of Receptivity -- Moving from Receptivity to Dissatisfaction -- The Acapulco Product Launch -- Identifying the Focus of Dissatisfaction -- Influencing the Focus of Dissatisfaction -- Moving to the Focus of Power -- Selling at the Focus of Power -- When the Focus of Power Changes -- Developing Entry Strategies -- How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase -- Objectives for the Recognition of Needs Phase -- Uncovering Dissatisfaction -- Setting Your Objectives -- Planning Your questions -- Asking Situation Questions -- Asking Problem Questions -- How Problems Are Developed -- Selling to the Focus of Dissatisfaction -- Gaining Access to the Decision Maker -- Selling Indirectly to Decision Makers -- Preparing Your Sponsor -- Need-payoff Questions -- The SPIN Questioning Strategy -- Influencing the Customer's Choice: Strategies for the Evaluation of Options Phase -- Recognizing the Evaluation of Options Phase. | |
| 650 | 7 | |a ADMINISTRACION DE VENTAS |2 LEMB DIG. |9 161778 | |
| 650 | 7 | |a TECNICAS DE VENTAS |2 LEMB |9 151310 | |
| 650 | 7 | |a ADMINISTRACION INDUSTRIAL |2 LEMB DIG. |9 157998 | |
| 856 | 4 | 1 | |3 Table of contents |u http://www.loc.gov/catdir/toc/mh021/88008038.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://www.loc.gov/catdir/enhancements/fy0735/88008038-b.html |
| 856 | 4 | 2 | |3 Publisher description |u http://www.loc.gov/catdir/enhancements/fy1012/88008038-d.html |
| 942 | |2 ddc |c BK |n 1 | ||
| 945 | |a MMA | ||
| 999 | |c 204161 |d 204160 | ||
| 952 | |0 0 |1 0 |2 ddc |4 0 |6 658_810000000000000_R115 |7 0 |8 CG |9 339025 |a 10 |b 10 |c 10 |d 2017-04-05 |e obsequio |o 658.81 R115 |p 00301385 |r 2017-04-05 |t e.1 |w 2017-04-05 |y BK | ||