The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources, by Rackham, Neil
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- ISBN: 9780070522350 | 0070522359
- Cover: Paperback
- Copyright: 6/22/1996
Strategies and tools that guarantee big-ticket sales!Neil Rackham's national bestsellerSPIN Sellingrevolutionized high-end selling. Now,The SPIN Selling Fieldbookshows 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 SPINreg; 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, theFieldbookprovides 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.