The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Erscheinungsjahr 1996
ISBN: 978-0-07-052235-0
Verlag: McGraw-Hill Education - Europe

Buch, Englisch, 224 Seiten, Format (B × H): 189 mm x 236 mm, Gewicht: 394 g

Put into practice today's winning strategy for achieving success in high-end sales!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.

Autoren/Hrsg.

Rackham, Neil

Fachgebiete

• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Vertrieb
• Wirtschaftswissenschaften Betriebswirtschaft Bereichsspezifisches Management Marketing

Inhaltsverzeichnis

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.

Über Autor(innen)

Rackham, Neil
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