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SPIN Selling

SPIN Selling

1st Edition
By Neil Rackham
ISBN10: 0070511136
ISBN13: 9780070511132
Copyright: 1988

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Program Details

Sales Behavior and Sales Success.
Obtaining Commitment: Closing the Sale.
Customer Needs in the Major Sale.
The SPIN Strategy.
Giving Benefits in Major Sales.
Preventing Objections.
Preliminaries: Opening the Call.
Turning Theory into Practice.