SPIN selling:
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...
Gespeichert in:
| Beteilige Person: | |
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| Weitere beteiligte Personen: | |
| Format: | Elektronisch E-Book |
| Sprache: | Englisch |
| Veröffentlicht: |
[Minneapolis, Minn.]
HighBridge Audio
2009
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| Schlagwörter: | |
| Links: | https://learning.oreilly.com/library/view/-/9781598872576/?ar |
| Zusammenfassung: | 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 Rackharm presents will convince and convert you. |
| Umfang: | 1 Online-Ressource (1 audio file) |
| ISBN: | 9781598872576 1598872575 |
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| discipline | Wirtschaftswissenschaften |
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| isbn | 9781598872576 1598872575 |
| language | English |
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| spelling | Rackham, Neil VerfasserIn aut SPIN selling Neil Rackham [Minneapolis, Minn.] HighBridge Audio 2009 1 Online-Ressource (1 audio file) Text txt rdacontent Computermedien c rdamedia Online-Ressource cr rdacarrier 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 Rackharm presents will convince and convert you. Selling Vente selling Selling (OCoLC)fst01111969 Downloadable audio books Audiobooks (OCoLC)fst01726208 Audiobooks Livres audio Kalomeer, Robert ErzählerIn nrt HighBridge Audio (Firm) MitwirkendeR ctb |
| spellingShingle | Rackham, Neil SPIN selling Selling Vente selling Selling (OCoLC)fst01111969 Downloadable audio books Audiobooks (OCoLC)fst01726208 Audiobooks Livres audio |
| subject_GND | (OCoLC)fst01111969 (OCoLC)fst01726208 |
| title | SPIN selling |
| title_auth | SPIN selling |
| title_exact_search | SPIN selling |
| title_full | SPIN selling Neil Rackham |
| title_fullStr | SPIN selling Neil Rackham |
| title_full_unstemmed | SPIN selling Neil Rackham |
| title_short | SPIN selling |
| title_sort | spin selling |
| topic | Selling Vente selling Selling (OCoLC)fst01111969 Downloadable audio books Audiobooks (OCoLC)fst01726208 Audiobooks Livres audio |
| topic_facet | Selling Vente selling Downloadable audio books Audiobooks Livres audio |
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