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SPIN® -Selling

Af: Neil Rackham Engelsk Paperback

SPIN® -Selling

Af: Neil Rackham Engelsk Paperback
Tjek vores konkurrenters priser

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.

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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; 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.

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Produktdetaljer
Sprog: Engelsk
Sider: 256
ISBN-13: 9780566076893
Indbinding: Paperback
Udgave:
ISBN-10: 0566076896
Kategori: Salg og marketing
Udg. Dato: 23 nov 1995
Længde: 17mm
Bredde: 152mm
Højde: 230mm
Forlag: Taylor & Francis Ltd
Oplagsdato: 23 nov 1995
Forfatter(e): Neil Rackham
Forfatter(e) Neil Rackham

Kategori Salg og marketing

ISBN-13 9780566076893

Sprog Engelsk

Indbinding Paperback

Sider 256

Udgave

Længde 17mm

Bredde 152mm

Højde 230mm

Udg. Dato 23 nov 1995

Oplagsdato 23 nov 1995

Forlag Taylor & Francis Ltd