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Rackham, Neil

The SPIN® fieldbook : practical tools, methods, exercise, and resources / Spin selling fieldbook Neil Rackham - xii, 206 pages : illustrations ; 24 cm

Includes index

Contents Introduction 1 Using the SPIN Fieldbook 2 Instant SPIN Model 3 Check It Out! 4 Four Stages of a Sales Call 5 Putting SPIN to Work 6 Focusing on Buyer Needs 7 Situation Questions 8 Problem Questions 9 Implication Questions 10 Need-payoff Questions 11 Demonstrating Capability 12 Sharpening Your Skills 13 Getting Help and Helping Others SPIN Forms Index

ISBN: 0070522359

LCCN: 96007902

Subjects--Topical Terms:
Selling--Handbooks, manuals, etc
Sales promotion--Handbooks, manuals, etc

LC Class. No.: HF5438.25 / .R343 1996 HF5438.25 / .R343 1996

Dewey Class. No.: