{"product_id":"the-spin-selling-fieldbook-practical-tools-methods-exercises-and-resources-9780070522350","title":"The Spin Selling Fieldbook: Practical Tools, Methods, Exercises and Resources","description":"\u003cp\u003e\u003cb\u003ePut into practice today's winning strategy for achieving success in high-end sales!\u003c\/b\u003e\u003c\/p\u003e\u003cp\u003e\u003ci\u003eThe SPIN Selling Fieldbook\u003c\/i\u003e is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into action--immediately. \u003ci\u003eThe SPIN Selling Fieldbook\u003c\/i\u003e includes: \u003c\/p\u003e\u003cul\u003e\n\u003cli\u003eIndividual diagnostic exercises \u003c\/li\u003e\n\u003cli\u003eIllustrative case studies from leading companies \u003c\/li\u003e\n\u003cli\u003ePractical planning suggestions \u003c\/li\u003e\n\u003cli\u003eProvocative questionnaires \u003c\/li\u003e\n\u003cli\u003ePractice sessions to prepare you for dealing with challenging selling situations \u003c\/li\u003e\n\u003c\/ul\u003e\u003cp\u003eWritten by the pioneering author of the original bestseller, \u003ci\u003eSPIN Selling\u003c\/i\u003e, this book is aimed at making implementation easy for companies that have not yet established SPIN techniques. It will also enable companies that are already using the method to reinforce SPIN methods in the field and in coaching sessions.\u003c\/p\u003e\u003cbr\u003e\u003cbr\u003e\u003cbr\u003e\u003cb\u003eAbout the Author\u003c\/b\u003e\u003cbr\u003e\u003cb\u003e\u003ci\u003eRackham, Neil:\u003c\/i\u003e\u003c\/b\u003e - \u003cp\u003e\u003cb\u003eNEIL RACKHAM\u003c\/b\u003e is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.\u003c\/p\u003e","brand":"McGraw-Hill Companies","offers":[{"title":"Default Title","offer_id":50629019402514,"sku":"9780070522350","price":25.99,"currency_code":"USD","in_stock":true}],"thumbnail_url":"\/\/cdn.shopify.com\/s\/files\/1\/0831\/4771\/8930\/files\/img_aa966c0a-355d-4f81-8d6b-f0dcc1cf4786.jpg?v=1732716864","url":"https:\/\/surprise-castle.myshopify.com\/products\/the-spin-selling-fieldbook-practical-tools-methods-exercises-and-resources-9780070522350","provider":"Surprise Castle","version":"1.0","type":"link"}