Spin(r) -Selling
(Sprache: Englisch)
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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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.
Inhaltsverzeichnis zu „Spin(r) -Selling “
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
Autoren-Porträt von Neil Rackham
Neil Rackham, Huthwaite Incorporated, Virginia, USA
Bibliographische Angaben
- Autor: Neil Rackham
- 1995, New ed, XIII, 238 Seiten, mit Abbildungen, Masse: 23,1 x 15,4 cm, Taschenbuch, Englisch
- Verlag: Taylor & Francis
- ISBN-10: 0566076896
- ISBN-13: 9780566076893
Sprache:
Englisch
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