Vous voulez voir cette page en français ? Cliquez ici.


or
Sign in to turn on 1-Click ordering.
or
Amazon Prime Free Trial required. Sign up when you check out. Learn More
More Buying Choices
Have one to sell? Sell yours here
Tell the Publisher!
I'd like to read this book on Kindle

Don't have a Kindle? Get your Kindle here, or download a FREE Kindle Reading App.

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources [Paperback]

Neil Rackham
4.9 out of 5 stars  See all reviews (7 customer reviews)
List Price: CDN$ 35.95
Price: CDN$ 22.53 & FREE Shipping on orders over CDN$ 25. Details
You Save: CDN$ 13.42 (37%)
o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o o
Only 4 left in stock (more on the way).
Ships from and sold by Amazon.ca. Gift-wrap available.
Want it delivered Friday, August 1? Choose One-Day Shipping at checkout.
Join Amazon Student in Canada


Book Description

June 1 1996

Strategies and tools that guarantee big-ticket sales!

Neil Rackham's national bestseller SPIN Selling revolutionized high-end selling. Now, The SPIN Selling Fieldbook shows you how to actually put into practice the proven tools and techniques outlined in that cutting-edge guide. After a review of the SPIN method of selling, Neil Rackham zeroes in on the critical SPIN® questioning behaviors. He shows you how to apply the tools and techniques to your own selling situation, using practical, skill-building exercises incorporated into each chapter. Addressing the sales of services as well as capital goods, the Fieldbook provides you with a hands-on implementation guide for applying SPIN in a wide range of businesses from localized companies to large multinationals. Real-life case studies of sales forces at leading-edge companies such as Motorola, Johnson & Johnson, and AT&T help you explore additional techniques that go beyond the basics to boost sales with even the toughest customers and clients.


Frequently Bought Together

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources + SPIN Selling + The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies
Price For All Three: CDN$ 59.50

Show availability and shipping details

  • In Stock.
    Ships from and sold by Amazon.ca.
    FREE Shipping on orders over CDN$ CDN$ 25. Details

  • SPIN Selling CDN$ 22.53

    In Stock.
    Ships from and sold by Amazon.ca.
    FREE Shipping on orders over CDN$ CDN$ 25. Details

  • The New Strategic Selling: The Unique Sales System Proven Successful by the World's Best Companies CDN$ 14.44

    In Stock.
    Ships from and sold by Amazon.ca.
    FREE Shipping on orders over CDN$ CDN$ 25. Details


Customers Who Bought This Item Also Bought


Product Details


Product Description

From the Back Cover

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.

About the Author

McGraw-Hill authors represent the leading experts in their fields and are dedicated to improving the lives, careers, and interests of readers worldwide

Inside This Book (Learn More)
First Sentence
I grew up in the jungles of Borneo in what's now Eastern Malaysia. Read the first page
Explore More
Concordance
Browse Sample Pages
Front Cover | Copyright | Table of Contents | Excerpt | Index
Search inside this book:

Sell a Digital Version of This Book in the Kindle Store

If you are a publisher or author and hold the digital rights to a book, you can sell a digital version of it in our Kindle Store. Learn more

What Other Items Do Customers Buy After Viewing This Item?


Customer Reviews

3 star
0
2 star
0
1 star
0
4.9 out of 5 stars
4.9 out of 5 stars
Most helpful customer reviews
By A Customer
Format:Paperback
A very clear book applying SPIN Selling techniques. No fluff, no extraneous threads leading you away from the primary focus. The techniques can be applied far beyond sales, and utilized in a broader sense to persuade as opposed to the narrower definition of selling.
Was this review helpful to you?
5.0 out of 5 stars Great Book Sept. 29 2002
By Damon
Format:Paperback
I don't sell, but I set appointments for salesmen and I've had a limited amount of success by using the techniques in this book. I admit though I'm new to the Spin Selling technique and have used it only for a month. The book shows you a way of dealing with what are commonly called "stalls" in sales terminology and how to convert those stalls into sales or moving the sale one step forward with a face to face meeting with the prospect. When I say "limited amount of succes", I mean that although I'm setting the same amount of appointments, my sales have gone up. I might have even dropped in appointments but still the sales went up. The book provides exercises through which you ask yourself questions that focus on how your product can solve your customers' needs and on questions you ask your customers to make them desire your product. You have to do all the work. There is no secret to sales and the spin selling fieldbook will give you the foundation from which you can build a career in sales.
Was this review helpful to you?
Format:Paperback
I have been in sales for 10 years. I have sold stocks and mutual funds, sponsorships to events, booth exhibitions and now am selling enterprise internet-based software. This Fieldguide is an AMAZING resource. It tells you ideas and notions then asks you to apply them to a specific sales situation you are currently facing.
I was sceptical at first, but have read a chapter a day and have already noticed a difference in the conversations I have with prospects and customers. I leave a call or meeting with a commitment from them to take a buying action - leading me closer to a sale. I highly recommend this book.
Was this review helpful to you?
By A Customer
Format:Paperback
This book is right on the mark for all types of selling. Very professionally done and the technique is just what is needed in today's markets. All my reps are advised to read and use the work book. It is our primary training aid for all registered reps.
Was this review helpful to you?
Want to see more reviews on this item?

Look for similar items by category


Feedback