SPIN selling /
"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 Cor...
Guardado en:
| Autor principal: | |
|---|---|
| Formato: | Libro |
| Lenguaje: | Inglés |
| Publicado: |
New York :
McGraw-Hill,
c1988.
|
| Materias: | |
| Acceso en línea: | Table of contents Contributor biographical information Publisher description |
| Aporte de: | Registro referencial: Solicitar el recurso aquí |
| LEADER | 03266cam a2200409 a 4500 | ||
|---|---|---|---|
| 001 | 990000644610204151 | ||
| 005 | 20241030105028.0 | ||
| 008 | 880202s1988 nyua f 001 0 eng | ||
| 010 | |a 88000603 | ||
| 020 | |a 0070511136 | ||
| 020 | |a 9780070511132 | ||
| 035 | |a (OCoLC)000064461 | ||
| 035 | |a (udesa)000064461USA01 | ||
| 035 | |a (OCoLC)17509403 | ||
| 035 | |a (OCoLC)990000644610204151 | ||
| 040 | |a DLC |c DLC |d VP@ |d BAKER |d BTCTA |d LVB |d CS1 |d YDXCP |d CKL |d OCLCQ |d ALAUL |d OCLCQ |d BDX |d SISMU |d LMR |d OCLCQ |d OCLCO |d U@S | ||
| 049 | |a U@SA | ||
| 050 | 0 | 0 | |a HF5438.25 |b .R34 1988 |
| 082 | 0 | 0 | |a 658.8/5 |2 19 |
| 100 | 1 | |a Rackham, Neil. | |
| 245 | 1 | 0 | |a SPIN selling / |c Neil Rackham. |
| 260 | |a New York : |b McGraw-Hill, |c c1988. | ||
| 300 | |a xi, 197 p. : |b il. ; |c 24 cm. | ||
| 500 | |a Subtítulo en la cubierta: Situation, problem, implication, need, payoff. | ||
| 500 | |a "The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Cubierta. | ||
| 500 | |a Incluye índice. | ||
| 505 | 0 | |a 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. | |
| 520 | |a "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 Corporation's massive 12-year, $1-million dollar research into effective sales performance, and this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In "SPIN Selling," Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales succeed but fail in larger ones?" You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data." --Descripción del editor. | ||
| 650 | 0 | |a Selling. | |
| 650 | 0 | |a Selling |v Handbooks, manuals, etc. | |
| 650 | 0 | |a Selling |x Methodology. | |
| 650 | 7 | |a Ventas. |2 UDESA | |
| 650 | 7 | |a Ventas |v Libros de referencias, manuales, etc. |2 UDESA | |
| 650 | 7 | |a Ventas |x Metodología. |2 UDESA | |
| 856 | 4 | 1 | |3 Table of contents |u http://catdir.loc.gov/catdir/toc/mh021/88000603.html |
| 856 | 4 | 2 | |3 Contributor biographical information |u http://catdir.loc.gov/catdir/enhancements/fy0710/88000603-b.html |
| 856 | 4 | 2 | |3 Publisher description |u http://catdir.loc.gov/catdir/enhancements/fy0710/88000603-d.html |