Fülszöveg
SPir-SeUi
TnK w MseT II selin§ Mili-valye praduiAs OP seNm^
• '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 Neil Rackham. He 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 influential SPIN®-Selling method, where SPIN® refers to: Situation questions. Problem questions. Implication questions, Need-payoff questions.
SPIN®-SelUng 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.
"Totally compulsive the ideas are not only interesting, but are shown...
Tovább
Fülszöveg
SPir-SeUi
TnK w MseT II selin§ Mili-valye praduiAs OP seNm^
• '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 Neil Rackham. He 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 influential SPIN®-Selling method, where SPIN® refers to: Situation questions. Problem questions. Implication questions, Need-payoff questions.
SPIN®-SelUng 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.
"Totally compulsive the ideas are not only interesting, but are shown to be effective .obligatory reading."
Sales and Marketing Management
"It 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
The Author
Neil Rackham is a psychologist with over 25 years experience as a researcher and consultant to some of the world's leading companies, including AT&T, Microsoft and IBM. President of a leading US consulting firm specialising in sales performance, he is also the author of companion volumes Account Strategy for Major Sales and The Management of Major Sales, also published by Gower.
Vissza 
Folytatás Microsoft-tal