Neil Rackham

Spin(r) -Selling

• Broschiertes Buch

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.

Produktdetails

• Verlag: Taylor & Francis Ltd
• New ed. Revised
• Seitenzahl: 256
• Erscheinungstermin: 23. November 1995
• Englisch
• Abmessung: 154mm x 231mm x 15mm
• Gewicht: 404g
• ISBN-13: 9780566076893
• ISBN-10: 0566076896
• Artikelnr.: 22321852

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