Neil Rackham

SPIN® -Selling (eBook, ePUB)

• Format: ePub

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.

---

Dieser Download kann aus rechtlichen Gründen nur mit Rechnungsadresse in A, B, BG, CY, CZ, D, DK, EW, E, FIN, F, GR, HR, H, IRL, I, LT, L, LR, M, NL, PL, P, R, S, SLO, SK ausgeliefert werden.

Produktdetails

• Verlag: Taylor & Francis
• Seitenzahl: 256
• Erscheinungstermin: 28. April 2020
• Englisch
• ISBN-13: 9781000154573
• Artikelnr.: 59327735

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