Major Account Sales Strategy

Neil Rackham is President and founder of Huthwaite, Inc. His organization researches, consults, and gives seminars for over 200 leading sales organizations around the world, including Xerox, IBM, ATandT, Kodak, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England that he began his research into sales effectiveness that resulted in Major Account Sales Strategy and its companion volume, SPIN Selling (also published by McGraw-Hill). He is the author of over 50 articles and several books which have been translated into a total of 11 languages.Rackham, Neil is the author of 'Major Account Sales Strategy', published 1989 under ISBN 9780070511149 and ISBN 0070511144.