Neil Rackham

SPIN® -Selling (eBook, PDF)

• Format: PDF

Produktbeschreibung

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.

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Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 256
• Erscheinungstermin: 28. April 2020
• Englisch
• ISBN-13: 9781000111484
• Artikelnr.: 59327913

Autorenporträt

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Inhaltsangabe

1 The Huthwaite research
2 Sales large and small
3 Investigating: questions and sales success
4 Customer needs in the major sale
5 Using questions to uncover implied needs
6 The SPIN® strategy
7 Giving benefits in major sales
8 Preventing objections
9 Preliminaries: opening the call
10 Obtaining commitment: closing the sale
11 Turning theory into practice