The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
by Neil Rackham
Paperback: 208 pages
List Price: $32.00
Your Price: $19.47
Availability: Usually ships in 24 hours
Strategies and tools that guarantee big-ticket sales!
Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows 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 SPIN® 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, the Fieldbook provides 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.
- SPIN Selling
- Major Account Sales Strategy
- SPIN Selling
- Escaping the Price-Driven Sale: How World Class Sellers Create Extraordinary Profit
- How to Get Your Competition Fired (Without Saying Anything Bad About Them): Using The Wedge to Increase Your Sales
Scribendi offers Books and Software in association with Amazon.com. Portions copyright Amazon Inc. and its affiliates used under license.