SPIN® -Selling - Rilegato

Rackham, Neil

Rilegato

ISBN 10: 113846595X ISBN 13: 9781138465954

Casa editrice: Routledge, 2017

Riassunto

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.

Su questo libro

Informazioni sull'autore

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Dettagli dell'edizione

• Editore: Routledge
• Data di pubblicazione: 2017
• Lingua: Inglese
• ISBN 10: 113846595X
• ISBN 13: 9781138465954
• Rilegatura: Copertina rigida
• Numero edizione: 1
• Numero di pagine: 256
• Contatto del produttore: Taylor and Francis, GPSR Taylor and Francis; gpsr@taylorandfrancis.com; ; Taylor & Francis Verlag GmbH, Kaufingerstraße 24; München; 80331; Germania