The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources 1st Edition

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources 1st Edition

Neil Rackham

ISBN10: 0070522359

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources 1st Edition

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title The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
authors Neil Rackham
publisher McGraw-Hill Education
publishedDate 1996-06-22
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.
pageCount 224
printType BOOK
categories Business & Economics
maturityRating NOT_MATURE
language en
canonicalVolumeLink https://books.google.com/books/about/The_SPIN_Selling_Fieldbook_Practical_Too.html?hl=&id=dvWWQgAACAAJ
title
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publication_year 1996
publication_month 6
publication_day 22
publisher McGraw-Hill Education
description
average_rating 4.07
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