Description
Item specifics
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Condition
-
-
ISBN
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9780070522350
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Book Title
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Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
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Publisher
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Mcgraw-Hill Education
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Item Length
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9.2 in
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Publication Year
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1996
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Format
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Trade Paperback
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Language
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English
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Illustrator
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Yes
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Item Height
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0.6 in
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Genre
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Business & Economics
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Topic
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Sales & Selling / General
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Item Weight
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13.2 Oz
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Item Width
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7.5 in
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Number of Pages
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224 Pages
The SPIN Selling Fieldbook: Practical Tools, – 9780070522350, paperback, RACKHAM
About this product
Product Identifiers
Publisher
Mcgraw-Hill Education
ISBN-10
0070522359
ISBN-13
9780070522350
eBay Product ID (ePID)
27108
Product Key Features
Book Title
Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Number of Pages
224 Pages
Language
English
Publication Year
1996
Topic
Sales & Selling / General
Illustrator
Yes
Genre
Business & Economics
Format
Trade Paperback
Dimensions
Item Height
0.6 in
Item Weight
13.2 Oz
Item Length
9.2 in
Item Width
7.5 in
Additional Product Features
Intended Audience
Trade
LCCN
96-007902
TitleLeading
The
Dewey Edition
20
Dewey Decimal
658.8/1
Table Of Content
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.
Synopsis
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. “, 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., 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 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.
LC Classification Number
HF5438.25.R343 1996
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