SPIN® -Selling

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Beschreibung

Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author.

'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management 'Breaks new ground and it cannot be ignored by anyone who is committed to selling as a profession.' - Sales Technique 'Essential reading for everyone involved in selling or managing the sales function.' - Journal of Marketing Management

Autorentext
Neil Rackham, Huthwaite Incorporated, Virginia, USA

Inhalt
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

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Produktinformationen

Titel
SPIN® -Selling
Autor
EAN
9780566076893
ISBN
978-0-566-07689-3
Format
Kartonierter Einband
Herausgeber
Taylor and Francis
Genre
Werbung & Marketing
Anzahl Seiten
256
Gewicht
376g
Größe
H234mm x B156mm x T17mm
Jahr
1995
Untertitel
Englisch
Auflage
New ed.
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