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True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. 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. SPIN describes the whole selling process:
SPIN-Selling provides you with a set of simple and practical techniques which have been
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
Edited and collated by Jonathan Strahan, with a volume introduction by Neil Gaiman, THE BEST OF R.A. LAFFERTY is the authoritative collection of short fiction by R.A
From #1 New York Times best-selling author Neil Gaiman In The Sandman Vol. 5: A Game of You 30th Anniversary Edition, the imagined landscapes of childhood are transformed into the battleground for a deadly contest of wills. As cracks appear in the wall that separates the waking world from the