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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources by Neil Rackham 0070522359 9780070522350
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Strategies and tools that guarantee big-ticket sales! Neil Rackhams 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 SPINreg; 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: Neil Rackham

Language: English

Edition: 1

Binding: Paperback

Pages: 208

Publisher: McGraw-Hill Education

Publication Date: 1996-06-22

Our Price: $3.85


ISBN: 0070522359

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Neil Rackham (Edition: 1) Paperback

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