Ebook The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Ebook The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
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From the Back Cover
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 actionÂÂimmediately. 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.
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About the Author
NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.
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Product details
Paperback: 208 pages
Publisher: McGraw-Hill Education; 1 edition (June 22, 1996)
Language: English
ISBN-10: 9780070522350
ISBN-13: 978-0070522350
ASIN: 0070522359
Product Dimensions:
7.5 x 0.6 x 9.2 inches
Shipping Weight: 1 pounds (View shipping rates and policies)
Average Customer Review:
4.5 out of 5 stars
88 customer reviews
Amazon Best Sellers Rank:
#58,437 in Books (See Top 100 in Books)
Great book to sharpen sales skills. I have not had to sell for a while and it was a good refresher. It really helped me to understand our product better and to present with more confidence.
This book is very helpful and down to Earth. It simply introduces the concepts of the SPIN selling, gives you a lot of examples, then guides you on how to implement to concepts. This textbook (Fieldbook) is a must for every salesperson regardless of industry or level. You can use the exercises and the activities according to your needs. I have used it a lot and every time I get positive results.
I bought the audible and it's a great book. Especially for those starting out in sales, before adopting bad habits. Helps you control, manage and succeed in your sales cycles.
Fantastic compliment to the spin selling book
Great product and fast delivery!
I use this methodology and have read the book more then once. It is referable years later and is easy to teach. the value of the book and the methodology will help everyone who is open to new ideas and to be a consultative executive versus a price driven sales person.
The SPIN Selling FieldbookThere is plenty to read in sales systems. There is not enough to read on how exactly to ask questions as required by all consultative sales systems. This book comes to fill this gap by providing an easy to use fieldbook for the professional who embraces the new consultative selling approach.
boring and somewhat un-useful without main book
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