The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources PDF Download
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Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
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Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook 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 actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, 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.
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0071368825
Category : Business & Economics
Languages : en
Pages : 240
Get Book Here
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook 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 actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, 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.
Author: Neil Rackham
Publisher: McGraw-Hill Education
ISBN: 9780070522350
Category : Business & Economics
Languages : en
Pages : 0
Get Book Here
Book Description
Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook 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 actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case studies from leading companies Practical planning suggestions Provocative questionnaires Practice sessions to prepare you for dealing with challenging selling situations Written by the pioneering author of the original bestseller, SPIN Selling, 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.
Author: Neil Rackham
Publisher:
ISBN: 9788440203571
Category :
Languages : es
Pages : 0
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Book Description
Author: Neil Rackham
Publisher: McGraw Hill Professional
ISBN: 0070511144
Category : Business & Economics
Languages : en
Pages : 237
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Book Description
An Arsenal of Shrewd Tactics and Winning Strategies to Make You a Major Account Sales Success Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.
Author: John Fitzgerald
Publisher: Cambridge University Press
ISBN: 0521899117
Category : Computers
Languages : en
Pages : 305
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Book Description
How can we make sure that the software we build does what it is supposed to? This book provides an insight into established techniques which help developers to overcome the complexity of software development by constructing models of software systems in early design stages. It uses one of the leading formal methods, VDM (Vienna Development Method), and combines training in the formalism with industry-strength tool support and examples derived from real industrial applications. The principles taught here also apply to many of the current generation of formal methods. This second edition has been updated to include advanced online tool support for formal modelling as well as up-to-date reports on real commercial applications in areas as diverse as business information systems and firmware design.
Author: Neil Rackham
Publisher: Taylor & Francis
ISBN: 1000111482
Category : Business & Economics
Languages : en
Pages : 253
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Book Description
True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.
Author: Harold Davis
Publisher: John Wiley & Sons
ISBN: 0764597566
Category : Computers
Languages : en
Pages : 387
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Book Description
Google—a funny name for a fabulous tool. You’ve already used it to look up all sorts of information on the Web almost instantly. Now what if you could use its amazing abilities to turbo-charge your research on a grand scale? Building Research Tools With Google For Dummies can help you do just that. In plain English, it shows you easy ways to: Ask Google exactly what you want to know Determine whether what you need can actually be found through Google, and where to look if the answer is “no” Improve your research results Present your findings in a way that makes sense Write your own specialized search applications—if you want to To get the most from Google, you need to understand Google. Building Research Tools With Google For Dummies explains how Google works and how you can build more effective queries (hint: it’s a lot more than just using the “Advanced Search” techniques!) It even shows you how to think like a researcher and how to package the results of your research so it means something to your audience. You’ll be able to: Understand Google research techniques and use the custom search-related syntax Recognize Google’s strengths—and limitations Target your search by using Google operators Use Google to research photos, or even an entire industry Improve the effectiveness of your results by understanding Google’s comparative methodology Build custom tools using WDSL and Web Services You don’t have to become a programmer to use Google, but if you know a little about software development and want to explore new, more focused search techniques, Building Research Tools With Google For Dummies has a section just for you. It introduces you to the Google API, shows you how to download a developer key, and leads you through building a C# .Net Google application. On the companion Web site, you’ll find the source code and software discussed in the book as well as links to lots of other resources for researchers. Before you know it, you’ll be Googling your way to research success!
Author: Rachel B. Diamant
Publisher: Pro-Ed
ISBN: 9781416404316
Category : Child development
Languages : en
Pages : 0
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Book Description
Young children learn best from engaging in regular movement and activities with family and friends in a supportive environment; the child develops motor, sensory, cognitive, language, communication, and social skills. This expanded collection of practical reproducible activities is designed for use by early interventionists, early childhood educators, occupational therapists, physical therapist, speech pathologists, and community health nurses who work with families with young children who have or are at risk for developmental delays. The activity sheets, grouped into ten sections according to developmental position, are designed to illustrate ways that caregivers can hold, position, and play with a child while using toys, objects, materials, and family members that are available. Furthermore, the sheets demonstrate proper body mechanics for both child and caregiver. Space is provided for notes. Includes a CD with reproducible activity sheets.
Author: Neil Rackham
Publisher: Harper Collins
ISBN: 0887305083
Category : Business & Economics
Languages : en
Pages : 282
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Book Description
The first book on managing major sales from the bestselling author of SPIN® Selling.
Author: Beverly Macy
Publisher: McGraw Hill Professional
ISBN: 0071753478
Category : Business & Economics
Languages : en
Pages : 270
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Book Description
Today's Hottest Trends for On-the-Spot Marketing! "A must read for media and marketers.” —Alan Cohen, CEO, OMD USA "What do fish tacos, data storage, and disaster relief all have in common? Each has harnessed the power of marketing that amplifies via the real-time social web. These and many other case studies are part of this engaging new book that details strategies for marketers to understand, evolve, and profit in the social age." —John Gerzema, Chief Insights Officer, Young & Rubicam, and coauthor of Spend Shift "Understanding what's possible and how to use social media will be essential for every marketer; this book will hold your hand in this brave new world." —John Miller, CMO, NBC Universal TV Group "Like it or not, social media is here to stay. It needs to be understood, managed, and harnessed. This book tells you how. Read it!" —Zhihang Chi, Ph.D., Vice President and General Manager, North America, Air China Limited "Beverly Macy is a true innovator and thought leader in the field of social media marketing." —Cathy Sandeen, Ph.D., MBA, Dean, UCLA Extension, University of California Los Angeles About the Book In an era when information travels at phenomenal speed along the “real-time Web,” a brand can explode into popular culture overnight--and die just as quickly. As a marketer, how can you stay ahead of the curve? How do you control the chaos? Two words: Social Media. With The Power of Real-Time Social Media Marketing, you'll learn how to take advantage of today's "fluid" business environment and develop innovative ways to meet market demands. And here's the best part: all your tools--Facebook, Twitter, YouTube, and other sites--are free! Leading figures in the exciting new world of sophisticated social media marketing, Beverly Macy and Teri Thompson explain how you can use this global, real-time platform to change how consumers interact with your brand. They then present detailed case studies illustrating how top organizations and emerging brand giants have proven the remarkable effectiveness of social media marketing. Find out how: The American Red Cross turned a single "tweet" into $33 million worth of donations to earthquake victims in Haiti Orange County Transportation Authority engaged citizens to participate in transportation planning and use DIRE CTV boosted customer loyalty and trust by finding and solving complaints in real time EMC transformed business processes by leveraging workforce social media proficiency and "open" behavior models Marketers no longer have the luxury of time to develop, test, and measure a brand. Use the lessons in The Power of Real-Time Social Media Marketing to launch your brand in a fixed amount of time, accurately measure the impact of your activities, and instantly adjust to any unforeseen events.
