The SPIN fieldbook: practical tools, methods, exercise, and resources

Book Cover
Average Rating
Publisher:
McGraw-Hill,
Pub. Date:
[1996]
Language:
English
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.

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ISBN:
9780070522350
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Grouping Information

Grouped Work ID94a5b154-cfec-b8fe-e7ef-96b233f5c8da
Grouping Titlespin fieldbook practical tools methods exercise and resources
Grouping Authorrackham neil
Grouping Categorybook
Last Grouping Update2019-10-27 23:00:47PM
Last Indexed2019-11-19 03:21:07AM

Solr Details

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Bib IdFormatFormat CategoryEditionLanguagePublisherPublication DatePhysical Description
ils:.b11706879BookBooksEnglishMcGraw-Hill, [1996]xii, 206 pages : illustrations ; 24 cm
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ils:.b11706879.i12744086On ShelfOn Shelffalsetruetruefalsefalsetrue2, 101, 102, 104
subject_facetHandbooks and manuals
Sales promotion -- Handbooks, manuals, etc
Selling -- Handbooks, manuals, etc
title_displayThe SPIN fieldbook : practical tools, methods, exercise, and resources
title_fullThe SPIN fieldbook : practical tools, methods, exercise, and resources / Neil Rackham
title_shortThe SPIN fieldbook
title_subpractical tools, methods, exercise, and resources
topic_facetSales promotion
Selling