The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (häftad)
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Format
Häftad (Paperback)
Språk
Engelska
Antal sidor
224
Utgivningsdatum
1996-07-01
Upplaga
illustrated ed
Förlag
McGraw Hill
Illustratör/Fotograf
75 Abb
Illustrationer
75ill.
Dimensioner
235 x 190 x 15 mm
Vikt
350 g
Antal komponenter
1
ISBN
9780070522350

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

av Neil Rackham
Häftad,  Engelska, 1996-07-01
343
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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 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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Övrig information

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Innehållsförteckning

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.

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