The SPIN Selling Fieldbook

The SPIN Selling Fieldbook, Practical Tools, Methods, Exercises, andResources--------------------------------------------------Put into practice today's winning strategy for achieving success inhigh-end sales! The SPIN Selling Fieldbook is your guide to the methodthat has revolutionized big-ticket sales in the United States and globally.It's the method being used by one-half of all Fortune 500 companiesto train their sales forces, and here's the interactive, hands-on fieldbook that provides the practical tools you need to put this revolutionarymethod into action - immediately.The SPIN Selling Fieldbook includes:individual diagnostic exercises, illustrative case studies from leadingcompanies, practical planning suggestions, provocative questionnaires,and, practice sessions to prepare you for dealing with challengingselling situations. Written by the pioneering author of the originalbestseller, SPIN Selling, this book is aimed at making implementationeasy for companies that have not yet established SPIN techniques. Itwill also enable companies that are already using the method to reinforceSPIN methods in the field and in coaching sessions.--------------------------------------------------Author Biography: NEIL RACKHAM is founder and former president of Huthwaite,Inc. Huthwaite researches, consults, and provides seminars for over200 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 researchinto sales effectiveness that resulted in SPIN. Mr. Rackham is theauthor of more than 50 articles and several books.