Account strategy for major sales - Neil Rackham

Most books on selling strategy are based on a series of steps which sales people are supposed to go through when they sell. This unique book, a companion volume to the author?s Making Major Sales, looks at selling strategy the other way around - from the buyer?s perspective. It presents a scientific analysis, based on detailed research of buyer behaviour and how it changes during the selling cycle. Using these research findings and case studies it illustrates how to develop a practical selling strategy which has maximum impact on the buying decision at each phase of the buying process.