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SPIN SELLING FIELDBOOK
RACKHAM N. wydawnictwo: MCGRAW-HILL , rok wydania 1996, wydanie I cena netto: 105.00 Twoja cena 99,75 zł + 5% vat - dodaj do koszyka Strategies and tools that guarantee big-ticket sales!
Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The
SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and
techniques outlined in that cutting-edge guide. After a review of the SPIN method of
selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you
how to apply the tools and techniques to your own selling situation, using practical,
skill-building exercises incorporated into each chapter. Addressing the sales of services
as well as capital goods, the Fieldbook provides you with a hands-on implementation guide
for applying SPIN in a wide range of businesses from localized companies to large
multinationals. Real-life case studies of sales forces at leading-edge companies such as
Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that
go beyond the basics to boost sales with even the toughest customers and clients.
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.
208 pages, Paperback
Po otrzymaniu zamówienia poinformujemy,
czy wybrany tytuł polskojęzyczny lub
anglojęzyczny jest aktualnie na półce księgarni.
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