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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools, Methods, Exercises, and Resources
 
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources: Practical Tools, Methods, Exercises, and Resources (Paperback)

by Neil Rackham (Author)
4.7 out of 5 stars  (7 customer reviews)
RRP: £13.99
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Product details

  • Paperback: 208 pages
  • Publisher: McGraw-Hill Professional (1 Jun 1996)
  • Language English
  • ISBN-10: 0070522359
  • ISBN-13: 978-0070522350
  • Product Dimensions: 23.2 x 18.4 x 1.6 cm
  • Average Customer Review: 4.7 out of 5 stars See all reviews (7 customer reviews)
  • Amazon.co.uk Sales Rank: 16,067 in Books (See Bestsellers in Books)

    Popular in these categories:

    #10 in  Books > Business, Finance & Law > Sales & Marketing > Sales Techniques
    #10 in  Books > Business, Finance & Law > Sales & Marketing > Advertising

    (Publishers and authors: Improve Your Sales)

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  • See Complete Table of Contents

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Product Description

Book Description
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.


Book Description
The best-selling author of S.P.I.N. Selling, which revolutionized