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Spin(r) -Selling
Taschenbuch von Neil Rackham
Sprache: Englisch

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Beschreibung
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 this provocative book.

Neil Rackham 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 SPIN-Selling method. SPIN describes the whole selling process:

Situation questions

Problem questions

Implication questions

Need-payoff questions

SPIN-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.
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 this provocative book.

Neil Rackham 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 SPIN-Selling method. SPIN describes the whole selling process:

Situation questions

Problem questions

Implication questions

Need-payoff questions

SPIN-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.
Über den Autor

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Inhaltsverzeichnis

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

Details
Erscheinungsjahr: 1995
Fachbereich: Werbung & Marketing
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Inhalt: Einband - flex.(Paperback)
ISBN-13: 9780566076893
ISBN-10: 0566076896
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Rackham, Neil
Auflage: New ed
Hersteller: Taylor & Francis
Routledge
Verantwortliche Person für die EU: Produktsicherheitsverantwortliche/r, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Abbildungen: illustrations, index
Maße: 234 x 156 x 14 mm
Von/Mit: Neil Rackham
Erscheinungsdatum: 23.11.1995
Gewicht: 0,395 kg
Artikel-ID: 121686997
Über den Autor

Neil Rackham, Huthwaite Incorporated, Virginia, USA

Inhaltsverzeichnis

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

Details
Erscheinungsjahr: 1995
Fachbereich: Werbung & Marketing
Genre: Importe, Wirtschaft
Rubrik: Recht & Wirtschaft
Medium: Taschenbuch
Inhalt: Einband - flex.(Paperback)
ISBN-13: 9780566076893
ISBN-10: 0566076896
Sprache: Englisch
Einband: Kartoniert / Broschiert
Autor: Rackham, Neil
Auflage: New ed
Hersteller: Taylor & Francis
Routledge
Verantwortliche Person für die EU: Produktsicherheitsverantwortliche/r, Europaallee 1, D-36244 Bad Hersfeld, gpsr@libri.de
Abbildungen: illustrations, index
Maße: 234 x 156 x 14 mm
Von/Mit: Neil Rackham
Erscheinungsdatum: 23.11.1995
Gewicht: 0,395 kg
Artikel-ID: 121686997
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