000			01974nam a2200313 i 4500
005			20240405004802.0
007			cr|
008			181008s2005 nyu gs 000 0 eng d
020			_a9781565114203
020			_a1565114205
040			_aCO-BoCES _bspa _cCO-BoCES _erda
041	0		_aeng
082	0	4	_a658.85 _bR122s 2005
100	1		_941240 _aRackham, Neil, _eautor. _4aut
245	1	0	_aSpin selling / _cNeil Rackham, narrator Bob Kalomeer.
264		1	_aNew York : _bMcGraw-Hill, _c[2005]
300			_a2 horas, 58 minutos, 27 segundos.
336			_atexto _btxt _2rdacontent
337			_acomputadora _bc _2rdamedia
338			_arecurso en línea _bcr _2rdacarrier
500			_aDisponible Kindle.
500			_aLibro electrónico en presentación de Audiolibro.
520	3		_aHow do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
650	1	4	_aAdministración de ventas. _926610
650	2	4	_aVendedores y arte de vender. _950711
650	2	4	_aTécnicas de ventas. _949600
700	1		_aKalomeer, Bob. _956848
942			_2ddc _cEB _h658.85 / _mR122s 2005
999			_c27484 _d27484