SPIN Selling / Neil Reckham

By: Reckham, NeilMaterial type: Text

TextPublication details: New York : McGraw-Hill, c1988. Description: xi, 197 p. : ill. ; 24 cmISBN: 9780070511136 ; 9780070511132DDC classification: 658.85 REC

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Holdings
Item type	Current library	Home library	Call number	Status	Date due	Barcode	Item holds
English Lending	Villa College Library	Villa College Library	658.85 REC (Browse shelf(Opens below))	Available		18237

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Contents

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
Appendixes.

Includes index

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