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

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

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. At the heart of this book are individual and group exercises by which salespeople and their managers can assess their S.P.I.N. selling ...

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