The Spin Selling Fieldbook - Rackham, Neil
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Put into practice today's winning strategy for achieving success in high-end sales!

Produktbeschreibung
Put into practice today's winning strategy for achieving success in high-end sales!
  • Produktdetails
  • Verlag: McGraw-Hill Education - Europe
  • ed
  • Seitenzahl: 208
  • Erscheinungstermin: Juni 1996
  • Englisch
  • Abmessung: 236mm x 189mm x 15mm
  • Gewicht: 345g
  • ISBN-13: 9780070522350
  • ISBN-10: 0070522359
  • Artikelnr.: 21080064
Autorenporträt
Rackham, Neil
McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide
Inhaltsangabe
This Book.The SPIN Model.Check It Out.Putting Spin in Context.Putting Spin to Work.Buyer Needs.Situation Questions.Problem Questions.Implication Questions.Need-Payoff Questions.Demonstrating Capability.Increasing Your Impact.Putting It All Together.Beyond Spin.Forms and Other Tools.