Spin Selling: Situation Problem Implication Need-Payoff: the Best-Validated Sales Method Available Today

deNeil RackhamLu parBob Kalomeer

|anglais
26 mai 2000|
Spin Selling: Situation Problem Implication Need-Payoff: the Best-Validated Sales Method Available Today de Neil Rackham
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How do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
Titre :Spin Selling: Situation Problem Implication Need-Payoff: the Best-Validated Sales Method Available Today
Format :Livre audio (CD)
Dimensions de l'article :1 pages, 5.88 X 5.06 X 0.56 po
Dimensions à l'expédition :1 pages, 5.88 X 5.06 X 0.56 po
Publié le :26 mai 2000
Publié par :Highbridge Company
Langue :anglais
Convient aux âges :Tous les âges
ISBN - 13 :9781565114203

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