4.2
Ekonomi & Business
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.
© 2000 HighBridge Audio (Ljudbok): 9781598872576
Utgivningsdatum
Ljudbok: 26 maj 2000
Taggar
4.2
Ekonomi & Business
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.
© 2000 HighBridge Audio (Ljudbok): 9781598872576
Utgivningsdatum
Ljudbok: 26 maj 2000
Taggar
Kliv in i en oändlig värld av stories
Helhetsbetyg baserat på 282 betyg
Informativ
Motiverande
Inspirerande
Ladda ner appen för att vara med i snacket och lämna recensioner.
Visar 3 av 282
Tomas
21 sep. 2021
V
David
12 feb. 2022
Deanna boken är den bästa inom sälj som baserar sig på forskning. Hans ”major account Sales strategy” rekommenderar jag också där du får tillämpa kunskaperna från första boken för att bli en av de bästa inom sälj. /David Lopez säljare Stockholm
X
9 dec. 2022
A must to listen for every new and experienced sales persons or in a contact with sales departement on your company.
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