Rackham, Neil SPIN-selling

ISBN 13: 9780566076893

SPIN-selling

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9780566076893: SPIN-selling
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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; and open questions are more effective than closed questions. All false, says Neil Rackham. He 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, where 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.

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1.

Neil Rackham
Editorial: Taylor Francis Ltd, United Kingdom (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Paperback Cantidad: 10
Librería
The Book Depository
(London, Reino Unido)
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[?]

Descripción Taylor Francis Ltd, United Kingdom, 1995. Paperback. Estado de conservación: New. New ed.. 232 x 156 mm. Language: English . Brand New Book. 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 Neil Rackham. He 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 SPINA(R)-Selling method, where SPINA(R) describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPINA(R)-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. Nº de ref. de la librería AA69780566076893

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2.

Neil Rackham
Editorial: Gower Publishing Ltd 1995-11-23 (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Cantidad: 5
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Chiron Media
(Wallingford, Reino Unido)
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Descripción Gower Publishing Ltd 1995-11-23, 1995. Estado de conservación: New. Brand new book, sourced directly from publisher. Dispatch time is 24-48 hours from our warehouse. Book will be sent in robust, secure packaging to ensure it reaches you securely. Nº de ref. de la librería NU-GRD-00431897

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3.

Neil Rackham
Editorial: Taylor Francis Ltd, United Kingdom (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Paperback Cantidad: 10
Librería
The Book Depository US
(London, Reino Unido)
Valoración
[?]

Descripción Taylor Francis Ltd, United Kingdom, 1995. Paperback. Estado de conservación: New. New ed.. 232 x 156 mm. Language: English . Brand New Book. 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(R)-Selling method. SPIN(R) describes the whole selling process: * Situation questions * Problem questions * Implication questions * Need-payoff questions SPIN(R)-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. Nº de ref. de la librería AA69780566076893

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4.

Rackham, Neil
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Cantidad: > 20
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BWB
(Valley Stream, NY, Estados Unidos de America)
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Descripción Estado de conservación: New. Depending on your location, this item may ship from the US or UK. Nº de ref. de la librería 97805660768930000000

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5.

Neil Rackham
Editorial: GOWER PUBLISHING CO (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Tapa blanda Cantidad: 12
Librería
Valoración
[?]

Descripción GOWER PUBLISHING CO, 1995. Estado de conservación: New. 1995. New edition. Paperback. Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. Num Pages: 272 pages, illustrations, index. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 233 x 153 x 17. Weight in Grams: 496. 272 pages, illustrations, index. Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. Cateogry: (P) Professional & Vocational. BIC Classification: KJS. Dimension: 233 x 153 x 17. Weight: 496. . . . . . . Nº de ref. de la librería V9780566076893

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6.

Neil Rackham
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Paperback Cantidad: > 20
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Ria Christie Collections
(Uxbridge, Reino Unido)
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Descripción Paperback. Estado de conservación: New. Not Signed; 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, say. book. Nº de ref. de la librería ria9780566076893_rkm

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7.

Neil Rackham
Editorial: GOWER PUBLISHING CO
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Tapa blanda Cantidad: 12
Librería
Kennys Bookstore
(Olney, MD, Estados Unidos de America)
Valoración
[?]

Descripción GOWER PUBLISHING CO. Estado de conservación: New. 1995. New edition. Paperback. Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. Num Pages: 272 pages, illustrations, index. BIC Classification: KJS. Category: (P) Professional & Vocational. Dimension: 233 x 153 x 17. Weight in Grams: 496. 272 pages, illustrations, index. Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author. Cateogry: (P) Professional & Vocational. BIC Classification: KJS. Dimension: 233 x 153 x 17. Weight: 496. . . . . . Books ship from the US and Ireland. Nº de ref. de la librería V9780566076893

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Neil Rackham
Editorial: Gower (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Cantidad: > 20
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Books2Anywhere
(Fairford, GLOS, Reino Unido)
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Descripción Gower, 1995. PAP. Estado de conservación: New. New Book. Shipped from UK in 4 to 14 days. Established seller since 2000. Nº de ref. de la librería GB-9780566076893

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9.

Neil Rackham
Editorial: Taylor & Francis Ltd 1995-11-23 (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos paperback Cantidad: > 20
Librería
Blackwell's
(Oxford, OX, Reino Unido)
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Descripción Taylor & Francis Ltd 1995-11-23, 1995. paperback. Estado de conservación: New. Nº de ref. de la librería 9780566076893

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10.

Rackham, Neil
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Cantidad: 3
Librería
Speedy Hen LLC
(Sunrise, FL, Estados Unidos de America)
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Descripción Estado de conservación: New. Bookseller Inventory # ST0566076896. Nº de ref. de la librería ST0566076896

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