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About the book "SPIN Selling". Originally published in 1988, this book brings the results of the research on effective sales performance, made by Huthwaite (organization founded by the author, Neil Rackham). During the account, Rackham explains how he built the SPIN Selling sales strategy, which is developed over the 216 pages of the book. SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today's leading companies with dramatic improvements to their sales performance. Read more ISBN-13 978-0566076893 Edition 1st Publisher Routledge Publication date 28 April 2020 Language English File size 5713 KB See all details.
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Jun 01, 1996 · 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 th Put into practice today's winning strategy for. SPIN Selling is a sales book written by Neil Rackham, first published in 1988. In this book, Rackham establishes the SPIN selling methodology, a sales technique created to help anticipate and navigate tough sales situations. The SPIN sales method is built around four types of questions—these four categories give SPIN its name. Librairie livres numériques - achat ebook.
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Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling , Rackham, who has advised leading.
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