The Spin Selling Fieldbook

Fülszöveg

SP
Put intő practice today's winning strategy for achieving success in high-end saies!
SPIN SELLIN®

It's the method that has revolutionized big ticket sales in the United States and globally
It's the method that today is being used by one-half of all Fortune 500 companies to train their sales forces
It's SPIN® Selling—and here's the interactive, hands-on Fieldbook that provides the practical tools you need to put this revolutionary method into action immediately.
Written by the pioneering author of the original bestseller, SPIN* Selling, this eagerly awaited new 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. Learn from:
¦ Individual diagnostic exercises
¦ lllustrative case studies from leading companies
¦ Practical planning suggestions
¦ Provocative questionnaires
¦ Practice... Tovább

Fülszöveg

SP
Put intő practice today's winning strategy for achieving success in high-end saies!
SPIN SELLIN®

It's the method that has revolutionized big ticket sales in the United States and globally
It's the method that today is being used by one-half of all Fortune 500 companies to train their sales forces
It's SPIN® Selling—and here's the interactive, hands-on Fieldbook that provides the practical tools you need to put this revolutionary method into action immediately.
Written by the pioneering author of the original bestseller, SPIN* Selling, this eagerly awaited new 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. Learn from:
¦ Individual diagnostic exercises
¦ lllustrative case studies from leading companies
¦ Practical planning suggestions
¦ Provocative questionnaires
¦ Practice sessions to prepare you for dealing with challenging selling situations About the Author
Neil Rackham is the founder and president of Huthwaite, Inc., a leading sales consulting, training, and research firm. His book SP//V® Selling has sold more than 150,000 copies. Mr. Rackham is recognized as a pioneer in sales force effectiveness and success, and is widely credited with bringing research and analytical methods to the field of sales force improvement. Vissza