Pali Marketing Thought Bank (88) -- Sales Giants (2)

Author: Neil Rackham
Publisher:
Publish Date: 2001-05-01
Features: The SPIN selling model advocated in this series of books is the best criterion for high-priced or large-scale sales. By applying the concepts and techniques of the SPIN selling model, 10,000 ordinary salespeople in 23 countries around the world increased their sales by 13% compared to salespeople in other companies, triggering a revolution in the field of sales skills globally. Half of the Fortune Global 500 companies use it to train their salespeople. The author of this book is the first pioneer of this advanced sales method. The book provides a detailed introduction to this leading sales strategy, offering practical tools for businesses and salespeople who have not yet mastered SPIN techniques to immediately implement this revolutionary approach. In this series, renowned sales consultants further transform the theoretical framework of the SPIN model into practical and diverse exercise manuals. In addition to personal dialogue-style exercises, they cite case studies from large companies and include practical rules and questionnaires to help salespeople easily master how to flexibly apply the SPIN model's concepts and techniques in the sales front line.