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SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham (1996, Trade Paperback)
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Written by Neil Rackham and published by Mcgraw-Hill Education, this trade paperback book is 224 pages long and weighs 13.2 Oz. The book is in English language and was published in 1996.
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About this product
Product Identifiers
PublisherMcgraw-Hill Education
ISBN-100070522359
ISBN-139780070522350
eBay Product ID (ePID)27108
Product Key Features
Book TitleSpin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Number of Pages224 Pages
LanguageEnglish
TopicSales & Selling / General
Publication Year1996
IllustratorYes
GenreBusiness & Economics
AuthorNeil Rackham
FormatTrade Paperback
Dimensions
Item Height0.6 in
Item Weight13.2 Oz
Item Length9.2 in
Item Width7.5 in
Additional Product Features
Intended AudienceTrade
LCCN96-007902
TitleLeadingThe
Dewey Edition20
Dewey Decimal658.8/1
Table Of ContentThis 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.
SynopsisPut 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. ", 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., 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 action--immediately. 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., 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.
LC Classification NumberHF5438.25.R343 1996
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Ratings and Reviews
Most relevant reviews
- Feb 10, 2018
Neil is good
good book helpful for sales people!Verified purchase: YesCondition: Pre-owned
- Jun 04, 2022
As expected
As expectedVerified purchase: YesCondition: Pre-owned
