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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham (Paperback, 1996)

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Product Information

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.

Product Identifiers

PublisherMcgraw-Hill Education
ISBN-139780070522350
eBay Product ID (ePID)87200599

Product Key Features

Number of Pages224 Pages
LanguageEnglish
Publication NameThe Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Publication Year1996
SubjectMarketing
TypeTextbook
AuthorNeil Rackham
FormatPaperback

Dimensions

Item Height234 mm
Item Weight374 g
Item Width191 mm

Additional Product Features

Country/Region of ManufactureUnited States
Title_AuthorNeil Rackham

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SPIN SELLING FIELDBOOK By Neil Rackham (Paperback / softback) (9780070522350)
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