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

Released on 01 June 1996

Author: Neil Rackham | Format: Paperback

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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.

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AuthorNeil Rackham
PublisherMcGraw-Hill Education - Europe (United States)
Year1996
ISBN9780070522350
FormatPaperback - 208 Pages
Illustrations75 illustrations