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.

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About the Author:

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.

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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 9038180

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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 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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Descripción McGraw-Hill Education. Estado de conservación: New. 0070522359 This is an International Edition. Brand New, Paperback, Delivery within 6-14 business days, Similar Contents as U.S Edition, ISBN and Cover design may differ, printed in Black & White. Choose Expedited shipping for delivery within 3-8 business days. We do not ship to PO Box, APO , FPO Address. In some instances, subjects such as Management, Accounting, Finance 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/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 SU_9780070522350

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Descripción 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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Neil Rackham
Editorial: McGraw-Hill Education - Europe, United States (1996)
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Descripción McGraw-Hill Education - Europe, United States, 1996. Paperback. Estado de conservación: New. 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
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Descripción Softcover. Estado de conservación: New. 1st edition. Brand NEW, Paperback International Edition. Black & White or color, Cover and ISBN may be different but similar contents as US editions. Standard delivery takes 3-6 business days by USPS/UPS/Fedex with tracking number. Choose expedited shipping for superfast delivery 2-4 business days. We do not ship to PO Box addresses. International Edition Textbooks may bear a label Not for sale in the U.S. or Canada etc. printed only to discourage U.S. students from obtaining an affordable copy. Legal to use despite any disclaimer on cover as per US court. No access code or CD included unless specified. In some instances, the international textbooks may have different exercises at the end of the chapters. Printed in English. 100% Customer satisfaction guaranteed! Please feel free to contact us for any queries. Nº de ref. de la librería LBDUS61447723

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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. 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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Descripción Paperback. Estado de conservación: New. Nº de ref. de la librería 813526

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