|
SPIN Selling |
 |
 |
|
Neil Rackham
An exceptional book that presents a research validated selling model for more complex sales. SPIN is an acronym for Situation, Problem, Implication and Need Payoff. The approach recommended may go against some common assumptions about selling and even techniques often presented in sales training programs. The difference is that Rackham's approach is validated by hard data
Essential for everyone involved in selling or managing the sales function.
Journal Of Marketing Management
More on Amazon.com
|
|
Leadership Development
-
Applying the Coaching Process
It is important to understand that coaching is an ongoing
process, not an isolated event. The best coaches take
advantage of every...
-
Enhance Your Skills with Knowledge
Leaders are readers. In your efforts to communicate
with and motivate others, you must stay abreast of new
ideas and developments in...
-
Recognize Basic Human Drives and Desires
Successful people require a dependable source from
which to draw acceptance, approval, and reassurance.
Motivation is often neither logical nor factual. People...
|
|
