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Spin Selling - Neil Rackham

Name: Spin Selling - Neil Rackham
Brand: Neil Rackham
Price: 206.46 RON
Availability: InStock

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libris.ro

Cumpără

Pret

206.46 Lei 229.4 Lei

Categorie (vânzător)

Business & Economics

Marca

Neil Rackham

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Preț: 206.46 Lei

Caracteristicile produsului Spin Selling - Neil Rackham

Brand: Neil Rackham
Categoria: Business & Economics
Magazin: libris.ro
Ultima actualizare: 29-05-2026 09:40:17

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Descriere magazin:
Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales. The international bestseller that revolutionized high-end 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 corporation\'s massive 12-year, $1-million dollar research into effective sales performance, 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 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 - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

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Produse asemănătoare

SPIN (R)-Selling, Paperback/Neil Rackham

elefant.ro Actualizat in 04/06/2026

187.99 Lei