by Neil Rackham
| Publisher | Liber AB |
| Language | Swedish |
| Book type | Hardcover |
| Utgiven | 1999-11-22 |
| Edition | 1 |
| Pages | 212 |
| ISBN | 9789147046287 |
| Kategori(er) |
Under 12 år har författaren och hans organisation analyserat över 35 000 kvalificerade säljsamtal och säljsituationer. De metoder som han arbetat fram har sedan testats av ca 10 säljare i ett stort antal länder, däribland Sverige. Ett tusental försäljningschefer har varit inblandade. Boken vänder upp och ned på många traditionella metoder. Den visar situation för situation hur man brukar göra och hur man borde göra. Boken handlar om värdemässigt större och mer kvalificerad försäljning. Försäljning där den traditionella säljtekniken kan vara direkt negativ.
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