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.

"Sinopsis" puede pertenecer a otra edición de este libro.

Reseña del editor:

Put into practice today's winning strategy for achieving success in high-end sales!

Biografía del autor:

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

"Sobre este título" puede pertenecer a otra edición de este libro.

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Rackham, Neil
Editorial: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descripción McGraw-Hill Education, 1996. Paperback. Estado de conservación: 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!. Nº de ref. de la librería 9037912

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Rackham, Neil
Editorial: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Poverty Hill Books
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Descripción McGraw-Hill Education, 1996. Paperback. Estado de conservación: 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!. Nº de ref. de la librería 9038180

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Rackham, Neil
Editorial: McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
Nuevos Paperback Cantidad: 1
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Poverty Hill Books
(La Grange, IL, Estados Unidos de America)
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Descripción McGraw-Hill Education, 1996. Paperback. Estado de conservación: 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!. Nº de ref. de la librería 9042138

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Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descripción McGraw-Hill Education - Europe, United States, 1996. Paperback. Estado de conservación: 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. Nº de ref. de la librería AA39780070522350

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Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
Nuevos Paperback Cantidad: 10
Librería
The Book Depository
(London, Reino Unido)
Valoración
[?]

Descripción McGraw-Hill Education - Europe, United States, 1996. Paperback. Estado de conservación: 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. Nº de ref. de la librería AA39780070522350

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Neil Rackham
ISBN 10: 0070522359 ISBN 13: 9780070522350
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Descripción Softcover. Estado de conservación: 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. Nº de ref. de la librería INAB1447723

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Descripción Mcgraw Hill Publishers. Estado de conservación: New. Brand New. Nº de ref. de la librería 0070522359

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Descripción McGraw-Hill, 1996. PAP. Estado de conservación: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Nº de ref. de la librería VJ-9780070522350

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Descripción Paperback. Estado de conservación: New. Softcover Book, Condition: New. 1st Edition. [Please Read Carefully Before Buying], This Is An International Edition. Printed In Black and White. , Book Cover And ISBN No May Be Different From US Edition. Restricted Sales Disclaimer Wordings Not For Sales In USA And Canada May Be Printed On The Cover Of The Book. Standard Shipping 7-14 Business Days. Expedited Shiping 4-8 Business Days. ***WE DO NOT ENTERTAIN BULK ORDERS.*** The Books May Be Ship From Overseas For Inventory Purpose. Nº de ref. de la librería 318308

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