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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:
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.
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.
It conveys a very useful state of mind and line of questioning that get to the reasons why your customer wants your product.Published 12 days ago by Enriched
Understanding the concepts is easy. Taking the concepts and putting them into practice is the hard part. Read morePublished 1 month ago by Chip K.
For a "used" book it looked practically brand new, which I was pleasantly surprised about.
There was only one page I saw that had any writing in it. Read more
Rackham wrote the book and quantified the data....that's all you need.Published 3 months ago by Catfish