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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources By Neil Rackham

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham

Condition - Very Good
$15.49
<30 in stock

Summary

Put into practice today's winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Summary

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham

Put into practice today's winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes:

  • Individual diagnostic exercises
  • Illustrative case studies from leading companies
  • Practical planning suggestions
  • Provocative questionnaires
  • Practice sessions to prepare you for dealing with challenging selling situations

Written by the pioneering author of the original bestseller, SPIN Selling, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.

About Neil Rackham

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Table of Contents

This Book.The SPIN Model.Check It Out.Putting Spin in Context.Putting Spin to Work.Buyer Needs.Situation Questions.Problem Questions.Implication Questions.Need-Payoff Questions.Demonstrating Capability.Increasing Your Impact.Putting It All Together.Beyond Spin.Forms and Other Tools.

Additional information

GOR001385404
9780070522350
0070522359
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham
Used - Very Good
Paperback
McGraw-Hill Education - Europe
1996-07-31
224
N/A
Book picture is for illustrative purposes only, actual binding, cover or edition may vary.
This is a used book - there is no escaping the fact it has been read by someone else and it will show signs of wear and previous use. Overall we expect it to be in very good condition, but if you are not entirely satisfied please get in touch with us

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