Name: SPIN(R)-Selling (en Inglés)
Price: 38590.00 CLP
Availability: InStock
Author: Rackham, Neil
ISBN: 9780566076893

Formato

Libro Físico

Autor

Neil Rackham

Editorial

Routledge

Año

1995

Idioma

Inglés

N° páginas

256

Encuadernación

Tapa Blanda

Dimensiones

23.4 x 15.6 x 1.4 cm

Peso

0.36 kg.

ISBN13

9780566076893

Categorías

Bienes raíces
Gestión de ventas y marketing
Vivienda y propiedad: compraventa y legalidad

SPIN(R)-Selling (en Inglés)

Neil Rackham (Autor) · Routledge · Tapa Blanda

Libro Físico

$ 38.590

$ 64.320

Ahorras: $ 25.730

40% descuento

Envío normal

Origen: Reino Unido (Costos de importación incluídos en el precio)

Se enviará desde nuestra bodega entre el Martes 04 de Junio y el Viernes 14 de Junio.

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Reseña del libro "SPIN(R)-Selling (en Inglés)"

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.