Office Data

This happens because there are no responsible persons. If there is no one to ask, the results will be very modest or unstable. The absence of a responsible person leads to one of the company's top managers taking on this role. There is usually no effect from such a replacement, because there is no ...

Many people have experienced situations where control over the sales process weakens after the first excellent results have been achieved. However, uncontrolled employees tend to simplify business processes, and the results deteriorate. In addition, do not forget about competitors who can adopt ...

Contains the exact amount that the employee must earn during the month. A plan for a division – the sales department. Characterizes the professionalism of a specific group of employees. It consists of individual plans and a small supplement on top, which serves as a means of motivating the staff ...

mb Already downloaded 146,525 Who invented SPIN selling? The founder of the SPIN selling method is considered to be Neil Rackham, a corporate consultant, business trainer and researcher of management problems. In the 1970s, he created the Huthwaite research group, and this project was a resounding ...

This technique is most often used in the B2B segment, where transactions differ from the consumer market in their higher volumes and more complex negotiation techniques. In addition to the business-to-business sphere, the use of SPIN is appropriate: when offering educational services; in sales of ...

For example, if we are talking about a smartphone, is the advertising of a new gadget capable of interesting you? Obviously, if your mobile device works properly and you did not see anything impressive in the advertising pitch, then there will be no interest. Read also! C2C Sales: Secrets of Proper ...

Of the training tools, the most useful are trainings, when professionals show in practice how to build a conversation with a client, what phrases and branches in a conversation to avoid, how to influence the interlocutor on a non-verbal level, etc. It is in this kind of game-like manner that it is ...

Usually after a clear "no" there follows an explanation of the reasons for such a decision. And this means that the client is conducting dialogues with the manager, he is not indifferent in this situation. And denial can be overcome with the help of numerous techniques for working with objections ...

ts name indicates the principles on which it is based. Communication with the client is based on questions that have a certain focus: situational, problematic, implication and need-payoff. Accordingly, during the conversation, the consumer is led along the sales funnel by targeted questions. First ...

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