Articoli correlati a SPIN® -Selling
Sinossi
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.
Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.
Informazioni sull?autore
Neil Rackham, Huthwaite Incorporated, Virginia, USA
Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.
- EditoreRoutledge
- Data di pubblicazione2021
- ISBN 10 0566076896
- ISBN 13 9780566076893
- RilegaturaCopertina flessibile
- LinguaInglese
- Numero edizione1
- Numero di pagine256
- Contatto del produttorenon disponibile
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SPIN® -Selling
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GOWER PUBLISHING CO, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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SPIN® -Selling
Editore:
GOWER PUBLISHING CO, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Condizione: good. A copy that has been read, remains in good condition. All pages are intact, and the cover is intact. The spine and cover show signs of wear. Pages can include notes and highlighting and show signs of wear, and the copy can include "From the library of" labels or previous owner inscriptions. 100% GUARANTEE! Shipped with delivery confirmation, if youâre not satisfied with purchase please return item for full refund. Ships via media mail. Codice articolo OTV.0566076896.G
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SPIN® -Selling
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GOWER PUBLISHING CO, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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SPIN-selling
Editore:
Gower Publishing Ltd, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Paperback. Condizione: Used; Very Good. ***Simply Brit*** Welcome to our online used book store, where affordability meets great quality. Dive into a world of captivating reads without breaking the bank. We take pride in offering a wide selection of used books, from classics to hidden gems, ensuring there is something for every literary palate. All orders are shipped within 24 hours and our lightning fast-delivery within 48 hours coupled with our prompt customer service ensures a smooth journey from ordering to delivery. Discover the joy of reading with us, your trusted source for affordable books that do not compromise on quality. Codice articolo 2412707
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Spin(r) -Selling
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Condizione: Good. This is an ex-library book and may have the usual library/used-book markings inside.This book has soft covers. Clean from markings. In good all round condition. Please note the Image in this listing is a stock photo and may not match the covers of the actual item,550grams, ISBN:9780566076893. Codice articolo 9858725
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SPIN SELLING
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Spin(r) -Selling
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Taylor & Francis Nov 1995, 1995
ISBN 10: 0566076896
ISBN 13: 9780566076893
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Taschenbuch. Condizione: Neu. Neuware -True or false In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:Situation questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance. Codice articolo 9780566076893
Quantità: 1 disponibili