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

Rackham, Neil

Brossura

ISBN 10: 0070522359 ISBN 13: 9780070522350

Casa editrice: McGraw Hill, 1996

Riassunto

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.

Su questo libro

L'autore:

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

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.

Su questa edizione

• Editore: McGraw Hill
• Data di pubblicazione: 1996
• ISBN 10: 0070522359
• ISBN 13: 9780070522350
• Rilegatura: Copertina flessibile
• Numero di pagine: 224