Search

SPIN - Selling

by Neil Rackham

Buy used book

Buy new book

Fakta

Publisher Gower Publishing Ltd
Language English
Book type Paperback
Utgiven 1995-11-01
More editions
Pages 252
ISBN 9780566076893
Kategori(er) Business, Economics & Management
Add to cart

Description

True or false? In selling high-value products or services: 'closing' increases your chance of success it is essential to describe the benefits of your product or service to the customer objection handling is an important skill open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPINA(R)-Selling method, where SPINA(R) describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPINA(R)-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance. (Bookdata)

Read more

Passa på att köpa kontorsmaterial

,

So far, we have reused

 2 

 3 

 4 

 1 

 3 

 9 

 4 

books.

Trustpilot

Sweden's friendliest and environmental friendliest bookshop with the lowest priced textbooks.

This is our ambition, and we do what it takes to get there. We are here to help students to save and earn money on their textbooks while we at the same time save the environment. We were started in 2005 by two students and have since strived to constantly make it easier to buy and sell used textbooks for as many as possible.

Subscribe to our newsletter

Subscribe to receive our best student tips, offers and promotions.

Read more about how we handle personal data in our privacy policy.

Looking for stationaries?

Go to Stationaries 👉
Searching...
Stäng