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 information | Item type | Current location | Call number | Status | Date due | Barcode |
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Book
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658.85 R11 1996 (Browse shelf) | Available | 3UCBL000020946 |
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| 658.85 H77 2003 The certifiable salesperson : | 658.85 In47 2004 Professional selling: a trust-based approach / | 658.85 M58 2004 Sun Tzu strategies for selling : | 658.85 R11 1996 The spin selling fieldbook : | 658.85 Sch32 2009 The career salesperson : | 658.85 T67 1995 Advanced selling strategies : | 658.85 W43 2009 Selling : |
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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