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 ID 94a5b154-cfec-b8fe-e7ef-96b233f5c8da
Grouping Title spin fieldbook practical tools methods exercise and resources
Grouping Author rackham neil
Grouping Category book
Last Grouping Update 2018-09-19 08:40:29AM
Last Indexed 2018-09-21 04:54:50AM

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subject_facet Handbooks and manuals, Sales promotion -- Handbooks, manuals, etc, Selling -- Handbooks, manuals, etc
title_display The SPIN fieldbook : practical tools, methods, exercise, and resources
title_full The SPIN fieldbook : practical tools, methods, exercise, and resources / Neil Rackham
title_short The SPIN fieldbook :
title_sub practical tools, methods, exercise, and resources
topic_facet Sales promotion, Selling