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

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9780070522350: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

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.

Le informazioni nella sezione "Riassunto" possono far riferimento a edizioni diverse di questo titolo.

Contenuti:

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.

Le informazioni nella sezione "Su questo libro" possono far riferimento a edizioni diverse di questo titolo.

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1.

Neil Rackham
Editore: McGraw-Hill (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro McGraw-Hill, 1996. Paperback. Condizione libro: New. 1. Codice libro della libreria DADAX0070522359

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2.

Rackham, Neil
Editore: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro McGraw-Hill Education, 1996. Paperback. Condizione libro: New. BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9037912

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Rackham, Neil
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro Paperback. Condizione libro: BRAND NEW. BRAND NEW. Fast Shipping. Prompt Customer Service. Satisfaction guaranteed. Codice libro della libreria 0070522359BNA

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4.

Rackham, Neil
Editore: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro McGraw-Hill Education, 1996. Paperback. Condizione libro: New. BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9038180

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5.

Rackham, Neil
Editore: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
Nuovi Paperback Quantità: 1
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Poverty Hill Books
(La Grange, IL, U.S.A.)
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Descrizione libro McGraw-Hill Education, 1996. Paperback. Condizione libro: New. BRAND NEW, Perfect Shape, No Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Codice libro della libreria 9042138

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6.

Neil Rackham
Editore: McGraw-Hill Education - Europe, United States (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro McGraw-Hill Education - Europe, United States, 1996. Paperback. Condizione libro: New. 231 x 185 mm. Language: English . Brand New Book. 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. Codice libro della libreria AA39780070522350

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7.

Neil Rackham
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descrizione libro Softcover. Condizione libro: New. 1st edition. Brand New; Paperback; Black & White or Color International Edition. ISBN and Cover page may differ but similar contents as US edition. GET IT FAST in 3-5 business days by DHL/FEDEX with tracking number. Books printed in English. No shipping to PO Box/APO/FPO address. In some instances, the international textbooks may have different end chapter case studies and exercises. International Edition Textbooks may bear a label "Not for sale in the U.S. or Canada" and "Content may different from U.S. Edition" - printed only to discourage U.S. students from obtaining an affordable copy. The U.S. Supreme Court has asserted your right to purchase international editions, and ruled on this issue. Access code or CD is not provided with these editions, unless specified. We may ship the books from multiple warehouses across the globe, including India depending upon the availability of inventory storage. Customer satisfaction guaranteed. Codice libro della libreria INAB1447723

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Neil Rackham
Editore: McGraw-Hill Education - Europe, United States (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
Nuovi Paperback Quantità: 10
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(London, Regno Unito)
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Descrizione libro McGraw-Hill Education - Europe, United States, 1996. Paperback. Condizione libro: New. 231 x 185 mm. Language: English . Brand New Book. 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. Codice libro della libreria AA39780070522350

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Descrizione libro Mcgraw Hill Publishers. Condizione libro: New. Brand New. Codice libro della libreria 0070522359

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Rackham, Neil
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Descrizione libro McGraw-Hill, 1996. PAP. Condizione libro: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Codice libro della libreria VJ-9780070522350

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