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If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. Spin Selling Written by Tyna from Rotonda West, FL on May 31st, 2005. Book Rating: 1/5; I had a very hard time listening to this audiobook.
In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts.
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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
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SPIN stands for: Situation; Problem; Implication
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Get this from a library! SPIN selling. [Neil Rackham; Robert Kalomeer] -- "The best-validated sales method available today. Developed from research studies of 35,000 sales calls.
By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. 2000-05-26 Using 'SPIN Selling' as my guide, I put together a list of ideas and pitched them in my presentation.
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