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銷售巨人Part 2-反傳統銷售實戰手冊

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銷售巨人Part 2-反傳統銷售實戰手冊
Product Code:
169827
Model:
9574932753
Product by:
美商麥格羅?希爾
Status:
Available Now
Delivery:
Usually ships within 4 to 6 weeks
Delivery Fee:
WM - RM 5.30
EM - RM 12.72
FREE shipping within Malaysia for orders over RM 79.00
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RM 43.80
RM 34.60
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Product Information

ISBN: 9574932753

出版日期: 2000-09-15

作者: 尼爾‧瑞克門

譯者: 蘇怡仲

裝訂: 平裝.單色印刷.272頁.

 



作者簡介

  尼爾.瑞克門(Neil Rackham)畢業於英格蘭斐爾德大學,專精於心理學研究,目前是荷士衛研究機構(Huthwaite)的總裁和創辦人。該機構專事提供諮詢、舉辦研討會服務,客戶包括全錄、IBM、AT&T、Citicorp、柯達等國際知名企業。瑞克門堪稱是成功銷售的先鋒,在改善銷售技巧的研究與分析上素享盛名,著作等身。

新書簡介:

顛覆傳統的銷售模式

  知名銷售顧問尼爾.瑞克門所提倡的SPIN銷售模式是高價位或大型銷售的最佳準則。透過情境性(Situation)、探究性(Problem)、暗示性(Implication)、解決性(Need-payoff)等四大類問題,銷售員便能擺脫傳統一昧推銷的行銷盲點,由建立互信開始,探知並滿足客戶的需求,開啟雙向供需的成交契機。

  在《銷售巨人Part 2》中,瑞克門進一步將SPIN模式的理論架構化為多樣實用的練習手冊,除了個人對話式的練習題外,還援引大企業的個案研究,並附加實用的規劃建議與問卷,讓業務員能藉此輕鬆規劃出一段理想的銷售拜訪,並學會如何在辦公室、在銷售第一線上靈活運用SPIN模式的理念與技巧。

  還在為如何接下大訂單而苦惱嗎?瑞克門精心設計的實戰手冊將帶你逐步完成銷售拜訪前的準備工作,教你將無往不利的贏家策略付諸行動,享受成交千萬銷售金額的喜悅。

本 書 特 色

  • 銷售之父尼爾.瑞克門繼《銷售巨人》後,更進一步從業務員的需求出發,所寫成的SPIN銷售練習本。
  • 全書針對SPIN銷售的各項要點提出實例講解與練習,可幫助業務員自行規劃銷售拜訪,相當具有實用價值。
  • 有別於純粹談論銷售要訣和名人經驗訴求的行銷規劃類書籍,強調透過練習來增加讀者的互動性。
  • 內文淺顯易懂,行文流暢,兼具中文寫作的易讀性和翻譯書的紮實內容。

銷售巨人Part 2-反傳統銷售實戰手冊
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Shipping Information
ZoneWeightDelivery Fee (RM)
West MalaysiaFirst 2.00 kg5.30
West MalaysiaAdditional 1.00 kg2.12
East MalaysiaFirst 1.00 kg12.72
East MalaysiaAdditional 1.00 kg12.72

ZoneOrder Price Range (RM)Delivery Fee (RM)
West MalaysiaAbove 39.00FREE
East MalaysiaAbove 79.00FREE

 

 

 

 

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