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The SPIN fieldbook - Neil Rackham
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Title
The SPIN fieldbook - practical tools, methods, exercise, and resources
The SPIN fieldbook - practical tools, methods, exercise, and resources
Author
Neil Rackham
Neil Rackham
format
Paperback / softback
Paperback / softback
Publisher
McGraw-Hill Education
McGraw-Hill Education
Language
English
English
UK Publication Date
19960731
19960731
Description
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.
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