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Spin Selling

By: Rackham, Neil.
Material type: materialTypeLabelBookPublisher: New York McGraw Hill 1988Description: xi, 197 p.ISBN: 9780070511132.Subject(s): Selling | Selling - Handbooks, manuals, etc | Selling - MethodologyDDC classification: 658.85 Summary: 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: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions 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. http://www.mheducation.co.in/9780070594166-india-the-spin-selling-fieldbook-practical-tools-methods-exercises-and-resources
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Item type Current location Item location Collection Call number Status Date due Barcode
Books Vikram Sarabhai Library
Slot 2196 (2 Floor, East Wing) Non-fiction 658.85 R2S7 (Browse shelf) Available 195593

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:

Individual diagnostic exercises
Illustrative case studies from leading companies
Practical planning suggestions
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.

http://www.mheducation.co.in/9780070594166-india-the-spin-selling-fieldbook-practical-tools-methods-exercises-and-resources

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