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The SPIN selling fieldbook

Contributor(s): Material type: TextTextLanguage: English Publication details: McGraw-Hill, cop. 1996Description: 206 p. ; 24 cmISBN:
  • 9780070522350
Subject(s):
Contents:
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.--
Summary: Strategies and tools that guarantee big-ticket sales! ; ; Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN(r) questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.
Holdings
Item type Current library Call number Status Date due Barcode
Book TBS Barcelona Libre acceso HF5438.25 RAC (Browse shelf(Opens below)) Available B04869
Book TBS Barcelona Libre acceso HF5438.25 RAC (Browse shelf(Opens below)) Not for loan B04870
Book TBS Barcelona Libre acceso HF5438.25 RAC (Browse shelf(Opens below)) Available B04868
Browsing TBS Barcelona shelves, Shelving location: Libre acceso Close shelf browser (Hides shelf browser)
HF5438.25 MIL The new strategic selling HF5438.25 RAC The SPIN selling fieldbook HF5438.25 RAC The SPIN selling fieldbook HF5438.25 RAC The SPIN selling fieldbook HF5438.25 RAC Spin-Selling HF5438.25 RAC Spin-Selling HF5438.25 RAC Spin-Selling

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.--

Strategies and tools that guarantee big-ticket sales! ; ; Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN(r) questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

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