Verwandte Artikel zu SPIN (R)-Selling

SPIN (R)-Selling - Hardcover

Rackham, Neil

 
9781138465954: SPIN (R)-Selling
Hardcover
ISBN 10: 113846595X ISBN 13: 9781138465954
Verlag: Taylor & Francis Ltd, 2017

Inhaltsangabe

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 questionsProblem questionsImplication questionsNeed-payoff questionsSPIN-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.

Die Inhaltsangabe kann sich auf eine andere Ausgabe dieses Titels beziehen.

Über die Autorin bzw. den Autor

Neil Rackham, Huthwaite Incorporated, Virginia, USA

„Über diesen Titel“ kann sich auf eine andere Ausgabe dieses Titels beziehen.

Verlag
Taylor & Francis Ltd
Erscheinungsdatum
2017
Sprache
Englisch
ISBN 10 
113846595X
ISBN 13 
9781138465954
Einband
Gebundene Ausgabe
Auflage
1
Anzahl der Seiten
256
Kontakt zum Hersteller
Nicht verfügbar
Verantwortliche Person
Nicht verfügbar