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Book synopsis

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 details

Book category Books in English Economics, finance, business & management Business & management Sales & marketing

• Full title: SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
• Author: Neil Rackham
• Language: English
• Binding: Paperback
• Number of pages: 224
• EAN: 9780070522350
• ISBN: 0070522359
• ID: 04009454
• Publisher: McGraw-Hill Education - Europe
• Weight: 300 g
• Dimensions: 234 × 190 × 11 mm
• Date of publishing: 01. June 1996

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