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  • ISBN: 9780070522350
  • ISBN10: 0070522359

The Spin Selling Fieldbook Practical Tools, Methods, Exercises, and Resources

by Neil Rackham

  • List Price: $32.00
  • Binding: Paperback
  • Edition: 1
  • Publisher: McGraw-Hill
  • Publish date: 06/01/1996
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Description: Rich with anecdotes from sales forces at such cutting-edge companies as Motorola, AT&T, and Johnson & Johnson, this long-awaited guide first summarizes and updates the basics of this research-based sales method. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling strengths and identify areas for improvement. Illustrations.
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