Rackham, Neil.
The spin selling fieldbook : practical tools, methods, exercise, and resources / Neil Rackham. - New York : McGraw-Hill, c1996. - xii, 206 pages : illustration ; 24 cm.
Includes index.
Contents: 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.
English
0070522359 [paperback]
96007902
Selling--Handbooks, manuals, etc.
Sales promotion--Handbooks, manuals, etc.
The spin selling fieldbook : practical tools, methods, exercise, and resources / Neil Rackham. - New York : McGraw-Hill, c1996. - xii, 206 pages : illustration ; 24 cm.
Includes index.
Contents: 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.
English
0070522359 [paperback]
96007902
Selling--Handbooks, manuals, etc.
Sales promotion--Handbooks, manuals, etc.