SPIN selling
Portuguese translation: estratégia (de venda) SPIN
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| 14:07 Jan 13, 2006 |
| English to Portuguese translations [PRO] Bus/Financial - Marketing / Market Research | |||||||
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|  Selected response from: Carlos Santos Spain Local time: 16:03 | ||||||
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| 4 +2 | estratégia (de venda) SPIN |
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| 4 +1 | venda pelo método SPIN (questões de Situação, Problema, Implicações, Necessidade-retorno) |
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Answers
2 hrs confidence: 
peer agreement (net): +1
peer agreement (net): +1| spin selling venda pelo método SPIN (questões de Situação, Problema, Implicações, Necessidade-retorno) Explanation: SPIN aqui é uma sigla, como se pode ver abaixo. Não sei se existe um outro equivalente em português, mas eu traduziria como "venda (pelo método) SPIN" SPIN-selling Neil Rackham (...) Synopsis 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; and open questions are more effective than closed questions. All false, says Neil Rackham. He 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, where SPIN describes the whole selling process - Situation questions, Problem questions, Implication questions, Need-payoff questions. SPIN-selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance. http://www.amazon.co.uk/exec/obidos/ASIN/0566076896/ref=pd_b... |
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2 hrs confidence: peer agreement (net): +2
peer agreement (net): +2| spin selling estratégia (de venda) SPIN Explanation: Neil Rackham foi um dos criadores da estratégia SPIN, iniciais de Situation, Problem, Implication e Pay-Off. Resumindo, trata-se de uma estratégia de vendas em que você procura identificar a situação e os problemas de seu cliente, descobrir as implicações que eles trazem, e o benefício esperado Espero que isso te ajude. -------------------------------------------------- Note added at 2 hrs 35 mins (2006-01-13 16:43:21 GMT) -------------------------------------------------- Talvez somente VENDA SPIN seja melhor. Encontrei esta outra referência. Avaliar se a técnica de venda SPIN é necessária. Existe o livro na biblioteca da DBM. http://webquest.webcable.com.br/insights.html Reference: http://www.sdr.com.br/professores/mario_persona/Posso_fazer_... |
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