The SPIN® fieldbook : practical tools, methods, exercise, and resources / by Neil Rackham.

By:

Rackham, Neil

Language: English 1996 New York : McGraw-Hill,Description: xii, 206 p. : ill. ; 24 cmISBN:

0070522359 (pbk. : acidfree paper)
9780070522350 (pbk)

Subject(s):

DDC classification:

658.85 RAC

Summary: The SPIN method focuses on four types of questions: Situation, Problem, Implication, and Need-Payoff. In this fieldbook, Rackham provides practical guidance and exercises to help sales professionals apply the SPIN method effectively.

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Holdings
Item type	Current library	Home library	Collection	Call number	Status	Notes	Date due	Barcode
Gratis	Chanakya University Knowledge Centre Chanakya University Knowledge Centre	Chanakya University Knowledge Centre	Chanakya University	658.85 RAC (Browse shelf(Opens below))	Available	MIR No : 46		CU12336

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Includes index.

The SPIN method focuses on four types of questions: Situation, Problem, Implication, and Need-Payoff. In this fieldbook, Rackham provides practical guidance and exercises to help sales professionals apply the SPIN method effectively.

English

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