SPIN selling /

Mostrar otras versiones (2)

Written by Neil Rackham, former president and founder of Huthwaite Corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite Corporati...

Descripción completa

Detalles Bibliográficos
Clasificación:Libro Electrónico
Autor principal: Rackham, Neil (Autor)
Formato: Electrónico eBook
Idioma:Inglés
Publicado: New York : McGraw-Hill, [1988]
Temas:
Selling.
Selling > Handbooks, manuals, etc.
Selling > Methodology.
Vente.
Vente > Guides, manuels, etc.
Vente > Méthodologie.
selling.
Selling
Handbook
handbooks.
Handbooks and manuals
Handbooks and manuals.
Guides et manuels.
Acceso en línea:Texto completo (Requiere registro previo con correo institucional)
Tabla de Contenidos:
  • Sales behavior and sales success
  • Obtaining commitment : closing the sale
  • Customer needs in the major sale
  • The spin strategy
  • Giving benefits in major sales
  • Preventing objections
  • Preliminaries : opening the call
  • Turning theory into practice
  • Appendixes.

Ejemplares similares