Neil Rackham SPIN-selling

ISBN 13: 9780566076893

SPIN-selling

3,92 valoración promedio
( 6.274 valoraciones por Goodreads )
 
9780566076893: SPIN-selling

Spin - Selling

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From the Back Cover:

"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management

"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce

"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
--Sales Techniques

"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
--Business Executive

"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
--Business Graduate

"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management

About the Author:

NEIL RACKMAN is president and founder of Huthwaite, Inc. His organization researches, consults, and gives seminars for over 200 leading companies around the world including Xerox, IBM, AT&T, Kodak, and Citicorp. He is the author of over 50 articles and several books which have been translated into 11 languages.

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1.

Neil Rackham
Editorial: Taylor Francis Ltd, United Kingdom (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Paperback Cantidad: 10
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The Book Depository
(London, Reino Unido)
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Descripción Taylor Francis Ltd, United Kingdom, 1995. Paperback. Estado de conservación: New. New ed.. 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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Neil Rackham
ISBN 10: 0566076896 ISBN 13: 9780566076893
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Descripción Estado de conservación: New. New Book. Nº de ref. de la librería 0566076896TUN

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3.

Neil Rackham
Editorial: Taylor Francis Ltd, United Kingdom (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Paperback Cantidad: 10
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The Book Depository US
(London, Reino Unido)
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Descripción Taylor Francis Ltd, United Kingdom, 1995. Paperback. Estado de conservación: New. New ed.. 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.

Neil Rackham
Editorial: Gower Publishing Ltd 1995-11-23 (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
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Descripción Gower Publishing Ltd 1995-11-23, 1995. Paperback. Estado de conservación: New. Nº de ref. de la librería NU-BER-00101333

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Neil Rackham
Editorial: Ashgate 1995-11-23, Aldershot (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
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Descripción Ashgate 1995-11-23, Aldershot, 1995. paperback. Estado de conservación: New. Nº de ref. de la librería 9780566076893

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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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Neil Rackham
Editorial: GOWER PUBLISHING CO (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
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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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Neil Rackham
Editorial: GOWER PUBLISHING CO
ISBN 10: 0566076896 ISBN 13: 9780566076893
Nuevos Tapa blanda Cantidad: 4
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Kennys Bookstore
(Olney, MD, Estados Unidos de America)
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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
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Books2Anywhere
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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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Neil Rackham
Editorial: Routledge (1995)
ISBN 10: 0566076896 ISBN 13: 9780566076893
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Ria Christie Collections
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Descripción Routledge, 1995. Estado de conservación: New. book. Nº de ref. de la librería ria9780566076893_rkm

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