Strategies and tools that guarantee big-ticket sales! Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide After a review of the SPIN method of selling, Neil Rackham zeroes озешв in on the critical SPIN® questioning behaviors He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients 1 edition Автор Нил Рекхэм Neil Rackham Основатель и глава Huthwaite, Inc , ведущей консалтинговой, тренинговой и исследовательской фирмы в области продаж, автор нескольких книг-бестселлеров, в том числе "Продажи по методу SPIN" (SPIN Selling), "Управление большими продажами" (Major Account.  НастоящаяИздательство: McGraw-Hill, 1996 г Мягкая обложка, 208 стр ISBN 0070522359.