The spin selling fieldbook : practical tools, methods, exercise, and resources / Neil Rackham.
Material type: TextPublisher: New York : McGraw-Hill, c1996Description: xii, 206 pages : illustration ; 24 cmContent type: text Media type: unmediated Carrier type: volumeISBN: 0070522359 [paperback]Subject(s): Selling -- Handbooks, manuals, etc | Sales promotion -- Handbooks, manuals, etcDDC classification: Online resources: Publisher description | Table of contents | Contributor biographical informationItem type | Current location | Call number | Status | Date due | Barcode |
---|---|---|---|---|---|
Book | 658.85 R11 1996 (Browse shelf) | Available | 3UCBL000020946 |
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.
BSBA-Marketing Management
English
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