SPIN® -Selling
tra 2020. · Taylor & Francis
E-knjiga
256
str.
family_home
Ispunjava uvjete
info
O ovoj e-knjizi
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book.
Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process:
- Situation questions
- Problem questions
- Implication questions
- Need-payoff questions
SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
O autoru
Neil Rackham, Huthwaite Incorporated, Virginia, USA
Ocijenite ovu e-knjigu
Recite nam što mislite.
Informacije o čitanju
Pametni telefoni i tableti
Instalirajte aplikaciju Google Play knjige za Android i iPad/iPhone. Automatski se sinkronizira s vašim računom i omogućuje vam da čitate online ili offline gdje god bili.
Prijenosna i stolna računala
Audioknjige kupljene na Google Playu možete slušati pomoću web-preglednika na računalu.
Elektronički čitači i ostali uređaji
Za čitanje na uređajima s elektroničkom tintom, kao što su Kobo e-čitači, trebate preuzeti datoteku i prenijeti je na svoj uređaj. Slijedite detaljne upute u centru za pomoć za prijenos datoteka na podržane e-čitače.
