Related Books

The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources
Language: en
Pages: 240
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1996-06-22 - Publisher: McGraw Hill Professional

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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 revolutioniz
SPIN® -Selling
Language: en
Pages: 253
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 2020-04-28 - Publisher: Taylor & Francis

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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
Major Account Sales Strategy (PB)
Language: en
Pages: 236
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1989-01-22 - Publisher: McGraw Hill Professional

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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 competitio
Managing Major Sales
Language: en
Pages: 282
Authors: Neil Rackham
Categories: Business & Economics
Type: BOOK - Published: 1991 - Publisher: Harper Collins

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The first book on managing major sales from the bestselling author of SPIN® Selling.
Mastering the Complex Sale
Language: en
Pages: 311
Authors: Jeff Thull
Categories: Business & Economics
Type: BOOK - Published: 2010-03-10 - Publisher: John Wiley and Sons

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Praise for Mastering the Complex Sale "Jeff Thull's process plays a key role in helping companies and their customers cross the chasm with disruptive innovation