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

4.05 avg rating
( 224 ratings by GoodReads )
 
9780070522350: The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources

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.

"synopsis" may belong to another edition of this title.

Product Description:

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

About the Author:

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

"About this title" may belong to another edition of this title.

Top Search Results from the AbeBooks Marketplace

International Edition
International Edition

1.

Rackham, Neil
Published by McGraw-Hill Education
ISBN 10: 0070522359 ISBN 13: 9780070522350
New PAPERBACK Quantity Available: 5
International Edition
Seller
Bookish
(Erlanger, KY, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education. PAPERBACK. Book Condition: New. 0070522359 International Edition Paperback OR Softcover Edition with Same Contents. Fast Delivery. Book Cover and ISBN may be different from the US Edition. Customer satisfaction guaranteed. Bookseller Inventory # INDMRK-9780070594166

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 11.86
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

2.

Rackham, Neil
Published by McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 1
Seller
Dionysos Books
(Arabi, LA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1996. Paperback. Book Condition: New. New item. May have light shelf wear. Bookseller Inventory # 170111199

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 15.90
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

3.

Rackham, Neil
Published by McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 1
Seller
Poverty Hill Books
(La Grange, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1996. Paperback. Book Condition: New. BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Bookseller Inventory # 9037912

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 12.95
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

4.

Rackham, Neil
Published by McGraw-Hill Education (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 2
Seller
Poverty Hill Books
(La Grange, IL, U.S.A.)
Rating
[?]

Book Description McGraw-Hill Education, 1996. Paperback. Book Condition: New. BRAND NEW, Perfect Shape, No Black Remainder Mark,Fast Shipping With Online Tracking, International Orders shipped Global Priority Air Mail, All orders handled with care and shipped promptly in secure packaging, we ship Mon-Sat and send shipment confirmation emails. Our customer service is friendly, we answer emails fast, accept returns and work hard to deliver 100% Customer Satisfaction!. Bookseller Inventory # 9038180

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 12.95
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

5.

Rackham, Neil
Published by Mcgraw Hill Publishers
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Quantity Available: > 20
Seller
INDOO
(Avenel, NJ, U.S.A.)
Rating
[?]

Book Description Mcgraw Hill Publishers. Book Condition: New. Brand New. Bookseller Inventory # 0070522359

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 16.74
Convert Currency

Add to Basket

Shipping: US$ 3.50
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

6.

Rackham, Neil
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Softcover First Edition Quantity Available: > 20
International Edition
Seller
GREAT BOOKS DEAL
(TALLAHASSEE, FL, U.S.A.)
Rating
[?]

Book Description Softcover. Book Condition: New. 1st edition. Brand New; Paperback; Black & White or Color International Edition. ISBN and Cover page may differ but similar contents as US edition. GET IT FAST in 3-5 business days by DHL/FEDEX with tracking number. Books printed in English. No shipping to PO Box/APO/FPO address. In some instances, the international textbooks may have different end chapter case studies and exercises. International Edition Textbooks may bear a label "Not for sale in the U.S. or Canada" and "Content may different from U.S. Edition" - printed only to discourage U.S. students from obtaining an affordable copy. The U.S. Supreme Court has asserted your right to purchase international editions, and ruled on this issue. Access code or CD is not provided with these editions, unless specified. We may ship the books from multiple warehouses across the globe, including India depending upon the availability of inventory storage. Customer satisfaction guaranteed. Bookseller Inventory # GBBD1447723

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 17.00
Convert Currency

Add to Basket

Shipping: US$ 3.70
Within U.S.A.
Destination, Rates & Speeds

7.

Rackham, Neil
Published by McGraw-Hill (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 1
Seller
Irish Booksellers
(Rumford, ME, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 1996. Paperback. Book Condition: New. book. Bookseller Inventory # 0070522359

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 21.01
Convert Currency

Add to Basket

Shipping: FREE
Within U.S.A.
Destination, Rates & Speeds

8.

Rackham, Neil
Published by McGraw-Hill (1996)
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Quantity Available: > 20
Seller
Paperbackshop-US
(Commerce, GA, U.S.A.)
Rating
[?]

Book Description McGraw-Hill, 1996. PAP. Book Condition: New. New Book. Shipped from US within 10 to 14 business days. Established seller since 2000. Bookseller Inventory # VJ-9780070522350

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 17.32
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

9.

Rackham, Neil
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 5
International Edition
Seller
PRIORITY BOOKS
(springfield, VA, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. Softcover Book, Condition: New. 1st Edition. [Please Read Carefully Before Buying], This Is An International Edition. Printed In Black and White. , Book Cover And ISBN No May Be Different From US Edition. Restricted Sales Disclaimer Wordings Not For Sales In USA And Canada May Be Printed On The Cover Of The Book. Standard Shipping 7-14 Business Days. Expedited Shiping 4-8 Business Days. ***WE DO NOT ENTERTAIN BULK ORDERS.*** The Books May Be Ship From Overseas For Inventory Purpose. Bookseller Inventory # 318308

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 18.08
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds
International Edition
International Edition

10.

Rackham, Neil
ISBN 10: 0070522359 ISBN 13: 9780070522350
New Paperback Quantity Available: 1
International Edition
Seller
Nick Book House
(fresno, CA, U.S.A.)
Rating
[?]

Book Description Paperback. Book Condition: New. New Softcover International Edition, Printed in Black and White, Different ISBN, Same Content As US edition, Book Cover may be Different, in English Language. Bookseller Inventory # 12656

More Information About This Seller | Ask Bookseller a Question

Buy New
US$ 18.13
Convert Currency

Add to Basket

Shipping: US$ 3.99
Within U.S.A.
Destination, Rates & Speeds

There are more copies of this book

View all search results for this book