Rich with 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 this research-based sales method.
It will also enable companies that are already using the method to reinforce Spin Methods in the field and in coaching sessions..
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\'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 action--immediately.
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.
Illustrations. Selling strengths and identify areas for improvement.
At the heart of this book are individual and group Exercises by which salespeople and their managers can assess their S.
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Rich with 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 this research-based sales method
