The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources - Softcover

RACKHAM, Neil

Softcover

ISBN 10: 0070522359 ISBN 13: 9780070522350

Publisher: McGraw Hill, 1996

Synopsis

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.

About this title

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

From the Back Cover

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 action--immediately. "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.

Edition details

• Publisher: McGraw Hill
• Publication date: 1996
• Language: English
• ISBN 10: 0070522359
• ISBN 13: 9780070522350
• Binding: Paperback
• Edition number: 1
• Number of pages: 208