The Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Paperback - 1996 - 1st Edition
by Neil Rackham
Rich with anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long-awaited guide first summarizes and updates the basics of this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.
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From the publisher
From the rear cover
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 action--immediately. "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.
Details
- Title The Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
- Author Neil Rackham
- Binding Paperback
- Edition number 1st
- Edition 1
- Pages 224
- Volumes 1
- Language ENG
- Publisher McGraw-Hill Companies, New York, New York, U.S.A.
- Publication date 1996-06-22
- Features Index, Table of Contents
- ISBN 9780070522350 / 0070522359
- Weight 0.85 lbs (0.39 kg)
- Dimensions 9.1 x 7.2 x 0.5 in (23.11 x 18.29 x 1.27 cm)
- Category Business / Economics / Finance
- Library of Congress subjects Selling - Handbooks, manuals, etc, Sales promotion - Handbooks, manuals, etc
- Library of Congress Catalogue Number 96007902
- Dewey Decimal Code 658.85
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
by Rackham, Neil
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