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S17ss us.A
SalesfMarketing
Put into practice today's winning strategy
for achieving success in high-end sales!
SPIN SELLING
It's the method that has revolutionized big ticket sales in the United States and globally..
It's the methM that today is being used by one-half of all Fortune 5m companies to train
their sales forces ...
It's SPIN• Selling—and here's the interactive, hands-on Fieldbook that provides the
practical tools you need to put this revolutionary method into action immediately
W5itten by the pioneering author of the original bestseller, SPIN' Selling, this eagerly
awaited new book is aimed at making implementation easy for companies that have not yet
established SPIN' techniques. It will also enable companies that are already using the
method to reinforce SPIV methods in the field and in coaching sessions. Learn from:
• Individual diagnostic exercises
Illustrative case studies from leading companies
• Practical planning suggestions
Provocative questionnaires
practice sessions to prepare you for dealing with challenging selling situations
About the Author
Neil Rackham is the founder and president 01 Huthwaite, Inc., a leading sales
consulting. training, and research firm. His book SPIN?' Selling has sold more than
150,000 copies. Mr. Rackham is recognized as a pioneer in sales force effectiveness and
success, and is widely credited with bringing research and analytical methods to the field
of sales force improvement.
ISBN 0-07-052235-9
McGraw-Hill
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