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The Spin Selling Fieldbook (Paperback)
Practical Tools, Methods, Exercises, and Resources
Today
$16.91
Strategies and tools that guarantee big-ticket sales!
Neil Rackham`s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the pro......more
Strategies and tools that guarantee big-ticket sales!
Neil Rackham`s national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.
- Author:
- Rackham, Neil
- ISBN:
- 9780070522350
- Format:
- Paperback
- Pages:
- 206
- Publish Date:
- 06/01/1996
- Publisher:
- McGraw-Hill
- Language:
- English
Portions copyright 2005 Muze Inc. All rights reserved.
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