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SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Name: SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Brand: McGraw-Hill Education - Europe
SKU: 04009454
Price: 26.93 EUR
Availability: InStock

Neil Rackham

Jezik

Engleski

Knjiga Meki uvez

Libristo kod: 04009454

Nakladnici McGraw-Hill Education - Europe, lipanj 1996

The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a c... Cijeli opis

Libristo kod: 04009454

67 b

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26.93 €

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The best-selling author of S.P.I.N. Selling, which revolutionized big-ticket sales, is back with a companion volume that further demonstrates how to put S.P.I.N.'s winning strategies into practice. Rich with examples and 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 his S.P.I.N. tools and techniques that have been proven. Readers will delight in the interview in which Rackham answers commonly-asked questions about his pioneering Situation/Problem/Implication/Need model.