| 000 | 01389nam a2200325 i 4500 | ||
|---|---|---|---|
| 001 | 57389 | ||
| 008 | 960326s1996 nyua f 001 0 eng | ||
| 010 | _a96007902 | ||
| 020 |
_a0070522359 _qpbk. : acid-free paper |
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| 035 | _a(OCoLC) | ||
| 040 |
_aDLC _cDLC _beng _erda |
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| 049 | _aBAUN_MERKEZ | ||
| 050 | 0 | 0 |
_aHF5438.25 _b.R343 1996 |
| 050 | 0 | 0 |
_aHF5438.25 _b.R343 1996 |
| 082 | 0 | 0 | _220 |
| 100 | 1 | _aRackham, Neil | |
| 245 | 1 | 4 |
_aThe SPIN® fieldbook : _bpractical tools, methods, exercise, and resources / _cNeil Rackham |
| 246 | 3 | _aSpin selling fieldbook | |
| 264 | 1 |
_aNew York : _bMcGraw-Hill, _c[1996] |
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| 264 | 4 | _c©1996 | |
| 300 |
_axii, 206 pages : _billustrations ; _c24 cm |
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| 336 |
_atext _btxt _2rdacontent |
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| 337 |
_aunmediated _bn _2rdamedia |
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| 338 |
_avolume _bnc _2rdacarrier |
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| 500 | _aIncludes index | ||
| 505 | 0 | 0 |
_tContents _t Introduction _t1 Using the SPIN Fieldbook _t2 Instant SPIN Model _t3 Check It Out! _t4 Four Stages of a Sales Call _t5 Putting SPIN to Work _t6 Focusing on Buyer Needs _t7 Situation Questions _t8 Problem Questions _t9 Implication Questions _t10 Need-payoff Questions _t11 Demonstrating Capability _t12 Sharpening Your Skills _t13 Getting Help and Helping Others _t SPIN Forms _t Index |
| 650 | 0 |
_aSelling _xHandbooks, manuals, etc |
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| 650 | 0 |
_aSales promotion _xHandbooks, manuals, etc |
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| 942 |
_2lcc _cKT |
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| 999 |
_c68156 _d68156 |
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