The Spin Selling Fieldbook
Practical Tools, Methods, Exercises, and Resources
(Sprache: Englisch)
Put into practice today's winning strategy for achieving success in high-end sales!
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Put into practice today's winning strategy for achieving success in high-end sales!
Klappentext zu „The Spin Selling Fieldbook “
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.
Inhaltsverzeichnis zu „The Spin Selling Fieldbook “
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.
Autoren-Porträt von Neil Rackham
Rackham, NeilMcGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Bibliographische Angaben
- Autor: Neil Rackham
- 1996, 208 Seiten, 75 Abbildungen, Maße: 18,9 x 23,6 cm, Kartoniert (TB), Englisch
- Verlag: McGraw-Hill Professional
- ISBN-10: 0070522359
- ISBN-13: 9780070522350
Sprache:
Englisch
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