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SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Language
English
English
Book
Paperback
The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a c...
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Libristo code: 04009454
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The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a companion volume that further demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson&Johnson, this long awaited guide first summarizes and updates the basics of his S.P.I.N. tools and techniques that have been proven. Readers will delight in the interview in which Rackham answers commonly-asked questions about his pioneering Situation/Problem/Implication/Need model.
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About the book
Full name
SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Author
Neil Rackham
Language
English
English
Binding
Book - Paperback
Date of issue
1996
Number of pages
224
EAN
9780070522350
ISBN
0070522359
Libristo code
04009454
Publishers
McGraw-Hill Education - Europe
Weight
300
Dimensions
190 x 234 x 11
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