TY  - BOOK
AU  - Rackham,Neil
TI  - The SPIN® fieldbook: practical tools, methods, exercise, and resources 
SN  - 0070522359
AV  - HF5438.25 .R343 1996
PY  - 1996///]
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Handbooks, manuals, etc
KW  - Sales promotion
N1  - 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
ER  -