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The Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Tapa blanda - 1996 - 1st Edición
de Neil Rackham
Rich with 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 this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.
Descripción de contraportada
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 action--immediately. "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 situationsWritten 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.
Detalles
- Título The Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
- Autor Neil Rackham
- Encuadernación Tapa blanda
- Número de edición 1st
- Edición 1
- Páginas 224
- Volúmenes 1
- Idioma ENG
- Editorial McGraw-Hill Companies, New York, New York, U.S.A.
- Fecha de publicación 1996-06-22
- Features Index, Table of Contents
- ISBN 9780070522350 / 0070522359
- Peso 0.85 libras (0.39 kg)
- Dimensiones 9.1 x 7.2 x 0.5 pulgadas (23.11 x 18.29 x 1.27 cm)
- Library of Congress subjects Selling - Handbooks, manuals, etc, Sales promotion - Handbooks, manuals, etc
- Número de catálogo de la Librería del Congreso de EEUU 96007902
- Dewey Decimal Code 658.85
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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McGraw-Hill Education, 1996-06-22. Paperback. Good. 120x9x147.
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
de Rackham, Neil
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McGraw Hill, 1996-06-22. Paperback. Good. 9x7x0.
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
de Rackham, Neil
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McGraw Hill, 1996-06-22. Paperback. Acceptable. 9x7x0.
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McGraw-Hill Education, 1996. Paperback. Very Good. May have limited writing in cover pages. Pages are unmarked. ~ ThriftBooks: Read More, Spend Less.Dust jacket quality is not guaranteed.
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
de Rackham, Neil
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McGraw-Hill Education, 1996. Paperback. Good. Pages can have notes/highlighting. Spine may show signs of wear. ~ ThriftBooks: Read More, Spend Less.Dust jacket quality is not guaranteed.
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UsedGood. The item shows wear from consistent use, but it remains in good condition and works perfectly. All pages and cover are intact (including the dust cover, if applicable). Spine may show signs of wear. Pages may include limited notes and highlighting. May NOT include discs, access code or other supplemental materials.
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
de Rackham, Neil
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
de Rackham, Neil
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- ISBN 10 / ISBN 13
- 9780070522350 / 0070522359
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McGraw Hill. 1. Good. Good. Ship within 24hrs. Satisfaction 100% guaranteed. APO/FPO addresses supported
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