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1 Beaverton Business- Sales

The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

by

The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Cover

 

Synopses & Reviews

Publisher Comments:

Put into practice today's winning strategy for achieving success in high-end sales!

The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action­­immediately. The SPIN Selling Fieldbook includes:

  • 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

Written by the pioneering author of the original bestseller, SPIN Selling, this 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 SPIN methods in the field and in coaching sessions.

Synopsis:

This text shows how to put the strategies and tools described in the author's previous book, "Spin Selling", into practice with the aim of increasing success in sales.

Synopsis:

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson and Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

Table of Contents

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.

Product Details

ISBN:
9780070522350
Author:
Rackham, Neil
Publisher:
McGraw-Hill Companies
Author:
Rackham, Neil
Location:
New York :
Subject:
Marketing - General
Subject:
Sales & Selling - Techniques
Subject:
Selling
Subject:
Advertising & Promotion
Subject:
Sales promotion
Subject:
Sales & Selling
Subject:
Marketing, retailing and salesmanship
Subject:
Sales promotion -- Handbooks, manuals, etc.
Subject:
Spin,practice,Spin Selling Fieldbook,sales,practical tools,revolutionized big-ticket sales,high-end sales,achieving success,winning strategy,exercises,challenging selling situations,questionnaires practice sessions
Subject:
Sales, SPIN, Huthwaite, Major Sale, Customer Needs, Closing, Obtaining Commitment, Sales Success, Sales Behavior, SPIN Selling, Giving Benefits, SPIN Strategy, Turning Theory, opening benefit statement, using closing techniques, objection prevention, clos
Subject:
Sales, SPIN, Huthwaite, Major Sale, Customer Needs, Closing, Obtaining Commitment, Sales Success, Sales Behavior, SPIN Selling, Giving Benefits, SPIN Strategy, Turning Theory, opening benefit statement, using closing techniques, objection prevention, clos
Subject:
Selling -- Handbooks, manuals, etc.
Subject:
Sales, SPIN, Huthwaite, Major Sale, Customer Needs, Closing, Obtaining Commitment, Sales Success, Sales Behavior, SPIN Selling, Giving Benefits, SPIN Strategy, Turning Theory, opening benefit statement, using closing techniques, objection prevention, clos
Subject:
Business;Marketing
Copyright:
Edition Number:
1
Series Volume:
1.4
Publication Date:
June 1996
Binding:
TRADE PAPER
Grade Level:
Professional and scholarly
Language:
English
Illustrations:
Yes
Pages:
208
Dimensions:
9.14x7.42x.68 in. .84 lbs.

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Related Subjects


Business » Advertising
Business » Marketing
Business » Sales
Reference » Writing » General

The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources Used Trade Paper
0 stars - 0 reviews
$8.50 In Stock
Product details 208 pages McGraw-Hill Companies - English 9780070522350 Reviews:
"Synopsis" by , This text shows how to put the strategies and tools described in the author's previous book, "Spin Selling", into practice with the aim of increasing success in sales.
"Synopsis" by , Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson and Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.

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