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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.
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.
Neil Rackham, Huthwaite Incorporated, Virginia, USA
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
| Erscheinungsjahr: | 1995 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | 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 |
| Abbildungen: | illustrations, index |
| Maße: | 234 x 156 x 14 mm |
| Von/Mit: | Neil Rackham |
| Erscheinungsdatum: | 23.11.1995 |
| Gewicht: | 0,395 kg |
Neil Rackham, Huthwaite Incorporated, Virginia, USA
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
| Erscheinungsjahr: | 1995 |
|---|---|
| Fachbereich: | Werbung & Marketing |
| Genre: | 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 |
| Abbildungen: | illustrations, index |
| Maße: | 234 x 156 x 14 mm |
| Von/Mit: | Neil Rackham |
| Erscheinungsdatum: | 23.11.1995 |
| Gewicht: | 0,395 kg |
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