|Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources|
by Rackham, Neil.
|RedBrazil Visitor Ranking (5984 Votes)|
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.
Paperback: 208 pages
Publisher: McGraw-Hill Education (061996)
Product Dimensions: 9.14 x 7.42 x 0.68 inches
Shipping Weight: 0.84 pound(s)
Media Mail: YES
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