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

AvNeil Rackham

Häftad, Engelska, 1996

316 kr

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Beskrivning

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.

Produktinformation

Utgivningsdatum:1996-07-31
Mått:190 x 235 x 15 mm
Vikt:350 g
Format:Häftad
Språk:Engelska
Antal sidor:224
Förlag:McGraw-Hill Education
ISBN:9780070522350

Utforska kategorier

Försäljning och marknadsföring inom Ekonomi och Ledarskap

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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.