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"Major Account Sales Strategy" by Neil Rackham

This is a comprehensive look at how to handle a multi point, major account sale. Primarily targeted to industrial sales, his general points are well taken.

Importantly, he looks at selling from the BUYERS perspective. Understand what their buying process is and focus on where you can add value.

He breaks the process into a circular argument because it is ongoing.

Recognition of Need…Evaluation of Options…Resolution of Concerns…Decision Making… Implementation…Change over time...and back to a new Recognition of Need.

He breaks down each with helpful perspective.

Not coincidentally, he relies on SPIN Selling to get the salesperson to ask the right questions. Tell me more…

This book is a valuable resource for complex, major account salespeople.

Please feel free to comment on any of these recommendations and suggest other sources that might be helpful.

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