TY  - BOOK
AU  - Rackham,Neil
TI  - The spin selling fieldbook: practical tools, methods, exercise, and resources 
SN  - 0070522359 [paperback]
PY  - 1996///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Handbooks, manuals, etc
KW  - Sales promotion
N1  - 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
UR  - http://www.loc.gov/catdir/description/mh022/96007902.html
UR  - http://www.loc.gov/catdir/toc/mh022/96007902.html
UR  - http://www.loc.gov/catdir/enhancements/fy0739/96007902-b.html
ER  -