Sales Giant: Large Order Sales Training Manual (Theoretical + Practical Parts) (Revised Edition)

Author: Neil Rackham (USA)
Publisher:
Publish Date: 2006-11-01
Features: In the West, over the past decade, a sales technique and tool specifically designed for large-scale business sales have been widely used. More than half of the Fortune Global 500 companies use SPIN to train their sales teams. SPINSelling consists of four stages: Background Questions, Challenging Questions, Implicative Questions, and Need-payoff Questions. Simply put, SPIN is a questioning technique for customers and a method for developing potential customer needs. It is specifically applied to large business sales processes and is an extremely effective skill that all large customer sales managers must master.