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Neil Rackham is an author, consultant and academic. His writing focuses on "consultative selling," an approach he pioneered and documented in his book SPIN Selling (McGraw-Hill). He has been a visiting professor at Portsmouth University, Cranfield School of Management, and Sheffield University Review: 'SPIN Selling' by Neil Rackham. Not all sales are the same: tactics that result in a successful sale to an individual will often fail if used to sell to a company. Summary of "SPIN-Selling" by Neil Rackham. Spin Selling.pdf. in fewer words than I thought decent; and Harry Gaines, whose instincts for layout and presentation have changed the shape of the book. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions
SPIN-selling. Neil Rackham. Gower, 1995 - Всего страниц: 260.
Descargar libro EL CIERRE DE LA VENTA INMOBILIARIA EBOOK del autor VV.AA. (ISBN 9788416896585) en PDF o EPUB completo al MEJOR PRECIO MÉXICO, leer online gratis opiniones y comentarios de Casa del Libro México “SPIN Selling” delivered the results of a huge 12 year study relating to how large sales were made. The extensive research by Rackham, and his company Huthwaite, examined more than 35,000 sales calls relating to large, complicated scenarios. (Please note that Rackham himself says in his books it is not 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 SPIN Selling [Neil Rackham] on Amazon.com. *FREE* shipping on qualifying offers.
SPIN Selling(1st Edition) by Neil Rackham Hardcover, 197 Pages, Published 1988 by Mcgraw-Hill ISBN-13: 978-0-07-051113-2, ISBN: 0-07-051113-6 Getting Partnering Right (1st Edition) How Market Leaders Are Creating Long-Term Competitive Advantage by Neil Rackham , Richard Ruff , Lawrence G. Friedman , Neil Rakham Hardcover , 237 Pages , Published 1995 by Mcgraw-Hill ISBN-13: 978-0-07-051782-0
Rackham iniciou sua formação acadêmica em Psicologia, finalizada em 1966. Durante seus tempos de pesquisa e pós-graduação é que começou a dar os primeiros passos no mundo de negociação e vendas, iniciando um projeto que buscava desenvolver novas ferramentas para estudar e mensurar a importância de habilidades interpessoais para alcançar o sucesso em vendas. SPIN Selling(1st Edition) by Neil Rackham Hardcover, 197 Pages, Published 1988 by Mcgraw-Hill ISBN-13: 978-0-07-051113-2, ISBN: 0-07-051113-6 Getting Partnering Right (1st Edition) How Market Leaders Are Creating Long-Term Competitive Advantage by Neil Rackham , Richard Ruff , Lawrence G. Friedman , Neil Rakham Hardcover , 237 Pages , Published 1995 by Mcgraw-Hill ISBN-13: 978-0-07-051782-0 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 Este libro de Neil Rackham, original del 1988, SPIN son las iniciales de estas 4 fases), llevará al cliente a conocer que tiene un problema, o potencial problema, las implicaciones que puede generar ese problema para El Método de Ventas SPIN Selling Resumen y Acciones . Puede descargar versiones en PDF de la guía, los manuales de usuario y libros electrónicos sobre descargar libro spin selling de neil rackham, también se puede encontrar y descargar de forma gratuita un manual en línea gratis (avisos) con principiante e intermedio, Descargas de documentación, Puede descargar archivos PDF (o DOC y PPT) acerca descargar libro spin selling de neil rackham de
SPIN Selling. Prueba Storytel SPIN Selling. 4.08 157 5 Autor: Neil Rackham Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world Descarga la app y prueba Storytel gratis. Prueba gratis 14 días Para comenzar Regístrate en
15 quotes from Neil Rackham: 'Successful people ask a lot more questions during sales calls than do their less successful colleagues. We found that these less successful people tend to do most of the talking.', 'The most effective selling strategy during this phase is to uncover dissatisfaction in the account and to develop that dissatisfaction until it reaches the critical mass.', and 'It’s 25/06/2020 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. 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.
El método SPIN es un libro de ventas escrito por Neil Rackham, publicado por primera vez en 1988. En este libro, Rackham establece el método SPIN, una técnica de ventas creada para ayudar a anticipar y navegar situaciones difíciles de ventas. El método SPIN se basa en cuatro tipos de preguntas; cuatro categorías le dan su nombre:
alunos.impulsaoprofissional.com.br Spin Selling Fieldbook - Neil Rackham 1. SPIN SELLING Fieldbook by : Nirbhik Jangid 2. About Author Neil Rackham is a speaker and writer on sales and marketing. Three of his books have been on the New York Times best seller list and his works have been translated into over 50 languages. He is an entrepreneur. 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