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SPIN selling : [Situation, problem, implication, need, payoff]

Author: Neil Rackham
Publisher: New York : McGraw-Hill, ©1988.
Edition/Format:   Print book : EnglishView all editions and formats
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Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Neil Rackham
ISBN: 9780070511132 0070511136
OCLC Number: 877823114
Notes: Subtitle from jacket.
"The best-validated sales method available today. Developed from research studies of 35,000 sales calls. Used by the top sales forces across the world"--Jacket.
Includes index.
Description: xi, 197 pages : illustrations ; 24 cm
Contents: Sales behavior and sales success --
Obtaining commitment : closing the sale --
Customer needs in the major sale --
The SPIN strategy --
Giving benefits in major sales --
Preventing objections --
Preliminaries : opening the call --
Turning theory into practice.
Responsibility: Neil Rackham.
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