TY  - BOOK
AU  - Rackham,Neil
TI  - The SPIN® fieldbook: practical tools, methods, exercise, and resources 
SN  - 0070522359 (pbk. : acidfree paper)
U1  - 658.85 RAC 
PY  - 1996///
CY  - New York
PB  - McGraw-Hill
KW  - Selling
KW  - Handbooks, manuals, etc
KW  - Sales promotion
N1  - Includes index
N2  - 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
ER  -