The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (English, Paperback, Rackham Neil)
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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources (English, Paperback, Rackham Neil)
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Highlights
- Language: English
- Binding: Paperback
- Publisher: McGraw-Hill Education - Europe
- Genre: Business & Economics
- ISBN: 9780070522350, 0070522359
- Edition: 1996
- Pages: 224
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Description
- This Book
- The SPIN Model
- Check It Out
- Putting Spin in Context
- Putting Spin to Work
- Buyer Needs
- Situation Questions
- Problem Questions
- Implication Questions
- Need-Payoff Questions
- Demonstrating Capability
- Increasing Your Impact
- Putting It All Together
- Beyond Spin
- Forms and Other Tools
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