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SPIN®-Selling
By Neil Rackham
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Description
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.
Product details
Binding:
Paperback
Edition:
1
Number of Pages:
256
Release Date:
2021-06-30
Publication Date:
1995-11-23
Publisher:
Routledge
Languages:
Original:
English
ISBN10:
0566076896
ISBN13:
9780566076893
GPSR Manufacturer Reference:
Weight:
395 g
Height:
156 cm
Width:
234 cm
Thickness:
14 cm
Condition
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Good
The items bear minimal signs of past use, such as light scratches or memories in the form of markings. These signs of wear give the items a charming character and tell stories of their previous owners, while not affecting their functionality.
€22,99