Cantitate/Preț
Produs
Update 23 martie - COVID-19 - Informații privind activitatea Books Express

SPIN Selling (Bestsellers cărți vânzări engleză)

De (autor)
Notă GoodReads:
en Limba Engleză Hardback – 16 Jul 1988

The international bestseller that revolutionized high-end selling!
Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as “What makes success in major sales” and “Why do techniques like closing work in small sales but fail in larger ones?”
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

Citește tot Restrânge

Din seria Bestsellers cărți vânzări engleză

Preț: 9909 lei

Preț vechi: 12386 lei
-20%

Puncte Express: 149

Preț estimativ în valută:
1948 2227$ 1766£

Carte tipărită la comandă

Livrare economică 13-19 august

Preluare comenzi: 021 569.72.76

Specificații

ISBN-13: 9780070511132
ISBN-10: 0070511136
Pagini: 197
Dimensiuni: 158 x 236 x 20 mm
Greutate: 0.45 kg
Editura: McGraw Hill Education
Colecția McGraw-Hill Education
Seria Bestsellers cărți vânzări engleză

Locul publicării: United States

Cuprins

Sales Behavior and Sales Success.
Obtaining Commitment: Closing the Sale.
Customer Needs in the Major Sale.
The SPIN Strategy.
Giving Benefits in Major Sales.
Preventing Objections.
Preliminaries: Opening the Call.
Turning Theory into Practice.