SPINSelling(二): 成功与失败的销售访谈 Huthwaite的调查研究发现,成功的推销访谈与失败的推销访谈有 以下三点区别: 1.成功的推销访谈中,客户讲得比销售代表多。 2.成功的推销访谈中,卖方的提问较多。 3.成功的推销访谈中,卖方是在推销访谈的后期才谈到产品和解决 ...
SPIN Selling 专业电话销售技巧 课程提纲 • 大生意和小生意 • 销售流程 • 成功开场 • 有效聆听 • 方案陈述 • 异议解决 • 专业结束 • SPIN 的定义 • 关于“S”的提问技巧 • 关于“P”的提问技巧 • 关于“I”的提问技巧 • 关于“N”的提问技巧 大生意和小生意 • 决策过程...
SPIN Selling销售巨人:大生意/大订单销售训练手册:理论+实践实践订单销售销售训练手册巨人生意理论企业管理出版社SPIN Selling销售巨人:大生意/大订单销售训练手册:理论+实践美 雷克汉姆 尼尔美Rackham Neil
Spin-Selling_Ch1
Pump-and-dump schemers have worked these discussions for years, planting information and then selling or buying accordingly. The Internet bubble was fueled, in no small way, by this kind of behavior—and not just online. Famous Wall Street "analysts" were telling the public to buy shares in...
In the surprising story behind the best-selling solo piano album of all time, Tim Harford may just convince you of the advantages of having to work with a little mess. Interactive transcriptInteractive transcript Footnotes Tim Harford’s footnotes Tim Harford Economist, journalist and broadcaster ...
Any public offering of securities to be made in the United States will only be made by means of a prospectus that may be obtained from the issuer or the selling security holder and that contains detailed information about the issuer and management as well as financial information. There is no...
In order to better use the capacity at the plants, especially the production landscape is supposed to be further remodeled by, amount other measures, moving, selling or terminating and at times closing some smaller locations with low production volumes. At the same time, OSRAM is pursuing the ...
To the extent that the book value under commercial law for the Spin-off Assets as of the Spin-off Effective Date exceeds the amount of 84,274,967 €, which is the amount of the increase in the capital stock of OSRAM Licht AG, this amount will be booked to the capital reserve of ...