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The SPIN Selling Fieldbook — Practical Tools, Methods, Exercises, and Resources - Neil Rackham

McGraw-Hill, 1996, Paperback ..
Condition: Very Good. Last few pages slightly dog-eared at the bottom corners otherwise a very well presented copy.

From the cover: “It’s the method that has revolutionized big ticket sales in the United States and globally… It’s the method that today is being used by one-half of all Fortune 500 companies to train their sales forces… It’s SPIN® Selling — and here’s the interactive, hands-on Fieldbook that provides the practical tools you need to put this revolutionary method into action… immediately. Written by the pioneering author of the original bestseller, SPIN® Selling, this eagerly awaited new 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. Learn from: 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;”
Size: 9¼" x 7¼"
Number of Pages: 206
ISBN: 0070522359

£10.00 (Now Sold)