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

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

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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.

Additional Information

Additional Information

SKU GOR001385404
Title The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Author By (author) Neil Rackham
Condition VERYGOOD
Binding Type Paperback
Publisher McGraw-Hill Education - Europe
Year Published 1996
Number of Pages 224
ISBN 10 0070522359
ISBN 13 9780070522350
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: 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.
Description

Details

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.
Additional Information

Additional Information

SKU GOR001385404
Title The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Author By (author) Neil Rackham
Condition VERYGOOD
Binding Type Paperback
Publisher McGraw-Hill Education - Europe
Year Published 1996
Number of Pages 224
ISBN 10 0070522359
ISBN 13 9780070522350
Edition N/A
Prizes N/A
Cover Note: Book picture is for illustrative purposes only, actual cover or edition may vary.
Note: 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.