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The SPIN Selling Fieldbook (Paperback) (Paperback)
by Neil Rackham
| Category:
Business, Sales, networking |
| Market price: ¥ 248.00
MSL price:
¥ 228.00
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| Stock:
Pre-order item, lead time 3-7 weeks upon payment [ COD term does not apply to pre-order items ] |
MSL rating:
 Good for Gifts |
MSL Pointer Review:
This book is a practical guide for implementing the principles learned in the original book about 'Spin selling' , and put into practice today's winning strategy for achieving success in high-end sales!
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Author: Neil Rackham
Publisher: McGraw-Hill
Pub. in: June, 1996
ISBN: 0070522359
Pages: 208
Measurements: 9 x 6.8 x 0.6 inches
Origin of product: USA
Order code: BA00892
Other information: 1 edition
ISBN-13: 978-0070522350
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Rate this product:
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- Awards & Credential -
A practical guide for implementing the principles learned in the original book about 'Spin selling'. |
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- MSL Picks -
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:
1. Individual diagnostic exercises
2. Illustrative case studies from leading companies
3. Practical planning suggestions
4. 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.
Target readers:
Sales
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McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide.
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From publisher:
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.
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| View all 7 comments |
A reader (MSL quote), USA
<2007-06-14 00:00>
This is an excellent primer for the new sales consultant trying to sell complex, technology services which are mostly intangible. An excellent planning guide for each sales call in a lengthly sales process. This book has helped me understand how to plan to advance each sale by preparing questions that enable the customer to determine what he needs and why. If you want to get organized, develop sales call plans that work and win more new business with fewer objections, try this easy-to-read field book. |
A reader (MSL quote), USA
<2007-06-14 00:00>
If your sick and tired of being sick and tired being rejected over and over again then maybe your trying to sell thru telling and persuading. SPIN SELLING lets the client see what their needs are through their eyes. This book will turn your prospects around especially on major accounts one hundred and eighty degrees!
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A reader (MSL quote), USA
<2007-06-14 00:00>
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps. |
Terrence Boylan (MSL quote), USA
<2007-06-14 00:00>
I have been in sales for 10 years. I have sold stocks and mutual funds, sponsorships to events, booth exhibitions and now am selling enterprise internet-based software. This Fieldguide is anamazing resource. It tells you ideas and notions then asks you to apply them to a specific sales situation you are currently facing.
I was sceptical at first, but have read a chapter a day and have already noticed a difference in the conversations I have with prospects and customers. I leave a call or meeting with a commitment from them to take a buying action - leading me closer to a sale. I highly recommend this book.
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View all 7 comments |
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