Managing Major Sales: Practical Strategies for Improving Sales Effectiveness

Présentation de l'éditeur The first book on managing major sales from the bestselling author of SPIN® Selling. Biographie de l'auteur Neil Rackhman is President and founder of Huthwaite, Inc., an international research and consulting firm in Purcellville, Virginia. His organization researches, consults, and gives seminars for over 200 leading sales organizations around the world including Xerox, AT&T, and Kodak. His academic background is in research psychology. While a Research Fellow at Sheffield University, England, he developed a range of behavior analysis techniques which allow statistical measurement of complex interactive skills such as negotiating and selling. He is the author of eight books including the bestselling SPIN® selling, as well as Making Major Sales, Major Account Sales Strategy, and over 50 articles.