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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.
"synopsis" may belong to another edition of this title.
About the Author:
NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
"About this title" may belong to another edition of this title.
- PublisherMcGraw Hill
- Publication date1996
- ISBN 10 0070522359
- ISBN 13 9780070522350
- BindingPaperback
- Edition number1
- Number of pages208
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
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(1996)
ISBN 10: 0070522359
ISBN 13: 9780070522350
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Published by
McGraw-Hill Education
(1996)
ISBN 10: 0070522359
ISBN 13: 9780070522350
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Book Description Softcover. Condition: new. 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 situationsWritten 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. Seller Inventory # DADAX0070522359
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources (Marketing/Sales/Advertising & Promotion)
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ISBN 13: 9780070522350
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