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Tables of Contents for Major Account Sales Strategy
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How Customers Make Decisions.Account Entry Strategy: Getting to Where It Counts.How to Make Your Customers Need You: Strategies for the Recognition of Needs Phase.Influencing the Customer's Choice: Strategies for the Evaluation of Options Phase.Differentiation and Vulnerability: More About Competitive Strategy.Overcoming Final Fears: Strategies for the Resolution of Concerns Phase.Sales Negotiation: How to Offer Concessions and Agree on Terms.How to Ensure Continued Success: Implementation and Account Maintenance Strategies.Anatomy of a Sales Strategy.