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The Spin Selling Fieldbook : Practical Tools, Methods, Exercises and Resources
by Neil Rackham




Overview -
Rich with 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 this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.

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More About The Spin Selling Fieldbook by Neil Rackham

 
 
 

Overview

Rich with 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 this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.

 

Details

  • ISBN-13: 9780070522350
  • ISBN-10: 0070522359
  • Publisher: McGraw-Hill Education
  • Publish Date: June 1996
  • Page Count: 224
  • Dimensions: 9.1 x 7.3 x 0.4 inches
  • Shipping Weight: 0.65 pounds


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