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 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.
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销售巨人:大订单销售训练手册(理论篇+实践篇)(修订版)
0 有用 暖朵简风 2013-03-31 21:36:48
读完一遍了但是既然是纸质的英文版可以多看几遍，每天晚上躺床上看上两页睡觉感觉很好，读书笔记是不需要做的了。好看！
1 有用 全宇宙最幸运 2021-05-18 15:00:17
醍醐灌顶。Selling is a dedicated art of persuading. 销售之所以看起来是一份不光鲜不讨喜的工作，完全是被不专业的同行拉低了水准！今年我的目标就是成为一名好销售（只有半年了
1 有用 全宇宙最幸运 2021-05-18 15:00:17
醍醐灌顶。Selling is a dedicated art of persuading. 销售之所以看起来是一份不光鲜不讨喜的工作，完全是被不专业的同行拉低了水准！今年我的目标就是成为一名好销售（只有半年了
0 有用 暖朵简风 2013-03-31 21:36:48
读完一遍了但是既然是纸质的英文版可以多看几遍，每天晚上躺床上看上两页睡觉感觉很好，读书笔记是不需要做的了。好看！