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

The SPIN Selling Fieldbook

Practical Tools, Methods, Exercises, and Resources

Paperback Published: 1st June 1996
ISBN: 9780070522350
Number Of Pages: 224

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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; and, 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.

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

This Book
The SPIN Model
Check It Out
Putting Spin in Context
Putting Spin to Work
Buyer Needs
Situation Questions
Problem Questions
Implication Questions
Need-Payoff Questions
Demonstrating Capability
Increasing Your Impact
Putting It All Together
Beyond Spin
Forms and Other Tools
Table of Contents provided by Publisher. All Rights Reserved.

ISBN: 9780070522350
ISBN-10: 0070522359
Series: Marketing/Sales/Advertising & Promotion
Audience: General
Format: Paperback
Language: English
Number Of Pages: 224
Published: 1st June 1996
Country of Publication: US
Dimensions (cm): 23.0 x 18.0  x 1.0
Weight (kg): 0.4
Edition Number: 1

Earn 61 Qantas Points
on this Book