Spin Selling

Rackham, Neil

ISBN 10: 1565114205 ISBN 13: 9781565114203

Verlag: HIGHBRIDGE AUDIO, 2000

Inhaltsangabe

How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.

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Details zur Ausgabe

• Verlag: HIGHBRIDGE AUDIO
• Erscheinungsdatum: 2000
• Sprache: Englisch
• ISBN 10: 1565114205
• ISBN 13: 9781565114203
• Einband: Audio CD
• Auflage: 3
• Kontakt zum Hersteller: Nicht verfügbar
• Verantwortliche Person: Nicht verfügbar