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SPIN® -Selling - Tapa dura

Rackham, Neil

 
9781138465954: SPIN® -Selling
Tapa dura
ISBN 10: 113846595X ISBN 13: 9781138465954
Editorial: Routledge, 2017

Sinopsis

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.

"Sinopsis" puede pertenecer a otra edición de este libro.

Acerca del autor

Neil Rackham, Huthwaite Incorporated, Virginia, USA

"Sobre este título" puede pertenecer a otra edición de este libro.

Editorial
Routledge
Año de publicación
2017
Idioma
Inglés
ISBN 10 
113846595X
ISBN 13 
9781138465954
Encuadernación
Tapa dura
Número de edición
1
Número de páginas
256
Contacto del fabricante
Taylor and Francis, GPSR Taylor and Francis
gpsr@taylorandfrancis.com

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München
80331
Alemania