The Spin Selling Fieldbook Practical Tools Methods Exercises And Resources

Author : Neil Rackham
Publisher : McGraw Hill Professional
Page : 240 pages
File Size : 45,7 Mb
Release : 1996-06-22
Category : Business & Economics
ISBN : 9780071368827

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham Pdf

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.

Author : Neil Rackham
Publisher : McGraw-Hill Education
Page : 0 pages
File Size : 46,9 Mb
Release : 1996-06-22
Category : Business & Economics
ISBN : 0070522359

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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources by Neil Rackham Pdf

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.

Author : Neil Rackham
Publisher : Taylor & Francis
Page : 253 pages
File Size : 40,6 Mb
Release : 2020-04-28
Category : Business & Economics
ISBN : 9781000111484

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SPIN® -Selling by Neil Rackham Pdf

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 or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Author : Neil Rackham
Publisher : Unknown
Page : 0 pages
File Size : 43,7 Mb
Release : 1999
Category : Electronic
ISBN : 8440203578

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The spin selling fieldbook by Neil Rackham Pdf

Author : Neil Rackham
Publisher : McGraw Hill Professional
Page : 236 pages
File Size : 45,6 Mb
Release : 1989-01-22
Category : Business & Economics
ISBN : 9780071708401

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Major Account Sales Strategy (PB) by Neil Rackham Pdf

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 competition, understand buyer psychology, and service the client--these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book of practical, proven-effective strategies and tactics for the entire major account sales cycle. Based on Neil Rackham's exhaustive research, the strategies you'll find here will enable you to . . . Tailor your selling strategy to match each step in the client's decision-making process. Ensure that you won't lose your customers because you'll know the psychology of the buyer and how to respond to their doubts. Gain entry to accounts through many different windows of opportunity. Deal with competitive situations, take on bigger competitors, and win using strategies that the author's meticulous research shows are employed by the most successful salespeople. Handle negotiations, concessions on price, and term agreements skillfully and effectively. Offer the ongoing technical and maintenance support that keeps your major accounts yours. From a world-renowned sales innovator, this first-of-a-kind A-to-Z presentation of major account strategy puts sales success in your hands. Make it yours today. Read Major Account Sales Strategy.

Author : John Fitzgerald,Peter Gorm Larsen
Publisher : Cambridge University Press
Page : 305 pages
File Size : 53,9 Mb
Release : 2009-06-11
Category : Computers
ISBN : 9780521899116

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Modelling Systems by John Fitzgerald,Peter Gorm Larsen Pdf

How can we make sure that the software we build does what it is supposed to? This book provides an insight into established techniques which help developers to overcome the complexity of software development by constructing models of software systems in early design stages. It uses one of the leading formal methods, VDM (Vienna Development Method), and combines training in the formalism with industry-strength tool support and examples derived from real industrial applications. The principles taught here also apply to many of the current generation of formal methods. This second edition has been updated to include advanced online tool support for formal modelling as well as up-to-date reports on real commercial applications in areas as diverse as business information systems and firmware design.

Author : Carl M. Cohen,Suzanne L. Cohen
Publisher : CSHL Press
Page : 184 pages
File Size : 42,5 Mb
Release : 2005
Category : Comportement organisationnel
ISBN : 9780879698164

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Lab Dynamics by Carl M. Cohen,Suzanne L. Cohen Pdf

"Lab Dynamics is a book about the challenges to doing science and dealing with the individuals involved, including oneself. The authors, a scientist and a psychotherapist, draw on principles of group and behavioral psychology but speak to scientists in their own language about their own experiences. They offer in-depth, practical advice, real-life examples, and exercises tailored to scientific and technical workplaces on topics as diverse as conflict resolution, negotiation, dealing with supervision, working with competing peers, and making the transition from academia to industry." "This is a uniquely valuable contribution to the scientific literature, on a subject of direct importance to lab heads, postdocs, and students. It is also required reading for senior staff concerned about improving efficiency and effectiveness in academic and industrial research."--BOOK JACKET

Author : Robert A. Rohm,E. Chris Carey
Publisher : Insight Publishing Group
Page : 324 pages
File Size : 41,7 Mb
Release : 1997-02
Category : Interpersonal relations
ISBN : 0964108038

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Who Do You Think You Are . . . Anyway? by Robert A. Rohm,E. Chris Carey Pdf

Dr. Robert A. Rohn explains personalities and behavior styles to help them improve business and personal skills.

Author : Samprasad Vinod
Publisher : Watkins Media Limited
Page : 192 pages
File Size : 54,7 Mb
Release : 2015-05-26
Category : Body, Mind & Spirit
ISBN : 9781780288239

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9 Secrets of Successful Meditation by Samprasad Vinod Pdf

Only those who enjoy meditation will do it regularly and experience its many life-enhancing benefits, from an increased sense of inner calm to a feeling of deep joy in everyday life. In this book, experienced yoga and meditation teacher Dr Samprasad Vinod uses his "9 secrets" approach to guide both newcomers and existing meditation practitioners alike in how to really embrace and get the most from a steady practice. Coming from a rich spiritual heritage (Dr Vinod's father was a respected spiritual master who travelled internationally as a World Peace Ambassador), Dr Vinod has created in this book a work that blends traditional Indian wisdom with his modern scientific knowledge as a Doctor. This title is an important contribution to the field of meditation that removes many distortions and misconceptions about the realities of the practice. It helps readers to understand problems that they may encounter along the way and offers reassuring solutions for them to try. A wonderful blend of spiritual and practical wisdom.

Author : Michael W. McLaughlin
Publisher : John Wiley & Sons
Page : 225 pages
File Size : 51,7 Mb
Release : 2009-08-06
Category : Business & Economics
ISBN : 9780470522011

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Winning the Professional Services Sale by Michael W. McLaughlin Pdf

An innovative approach to winning more profitable sales in the growing professional services industry In recent years, professional services providers have had to rethink their sales methods and adapt to profound changes in the way clients buy services. In response, Winning the Professional Services Sale argues for fundamental changes in the seller's mindset and sales strategies. Rather than pressing the sale, salespeople must help clients buy--the way that works best for each client. This new approach gives buyers what they now want in a services seller: a consultative problem solver, change agent, and solution integrator, all rolled into one. Author Michael McLaughlin presents a strategy for winning new business with a holistic approach to each client relationship. Only by fully understanding a sale from every angle, including its impact on the client's business and career, can salespeople thrive in the new era of the service economy.

Author : Nicholas P Cheremisinoff
Publisher : Elsevier
Page : 560 pages
File Size : 54,8 Mb
Release : 2002-08-22
Category : Technology & Engineering
ISBN : 9780080507927

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Handbook of Air Pollution Prevention and Control by Nicholas P Cheremisinoff Pdf

The Handbook of Air Pollution Prevention and Control provides a concise overview of the latest technologies for managing industrial air pollution in petrochemical, oil and gas, and allied industries. Detailed material on equipment selection, sizing, and troubleshooting operations is provided along with practical design methodology. Unique to this volume are discussions and information on energy-efficient technologies and approaches to implementing environmental cost accounting measures. Included in the text are sidebar discussions, questions for thinking and discussing, recommended resources for the reader (including Web sites), and a comprehensive glossary. The Handbook of Air Pollution Prevention and Control also includes free access to US EPA's air dispersion model SCREEN3. Detailed examples on the application of this important software to analyzing air dispersion from industrial processes and point sources are provided in the Handbook, along with approaches to applying this important tool in developing approaches to pollution prevention and in selecting control technologies. By applying SCREEN3, along with the examples given in the Handbook, the user can: evaluate the impact of processes and operations to air quality, and apply the model to assess emergency scenarios to help in planning, to develop environmental impact assessments, to select pollution control technologies, and to develop strategies for pollution prevention. Two companion books by Cheremisinoff are available: Handbook of Water and Wastewater Treatment Technologies, and Handbook of Solid Waste Management and Waste Minimization Technologies. Uniquely combines prevention and control concepts while covering the practices and technologies that are applied to the prevention of air pollution in the chemicals manufacturing, oil and gas, iron and steel, and pharmaceutical industries, and to the cleaning and control of industrial air emissions. Provides a bridge for today's environmental manager by focusing on an integrated approach to managing air pollution problems within industrial operations. Shows you how to calculate financial returns from pollution prevention projects.

Author : Rachel B. Diamant,Allison Whiteside
Publisher : Pro-Ed
Page : 0 pages
File Size : 50,7 Mb
Release : 2010
Category : Child development
ISBN : 1416404317

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Positioning for Play by Rachel B. Diamant,Allison Whiteside Pdf

Young children learn best from engaging in regular movement and activities with family and friends in a supportive environment; the child develops motor, sensory, cognitive, language, communication, and social skills. This expanded collection of practical reproducible activities is designed for use by early interventionists, early childhood educators, occupational therapists, physical therapist, speech pathologists, and community health nurses who work with families with young children who have or are at risk for developmental delays. The activity sheets, grouped into ten sections according to developmental position, are designed to illustrate ways that caregivers can hold, position, and play with a child while using toys, objects, materials, and family members that are available. Furthermore, the sheets demonstrate proper body mechanics for both child and caregiver. Space is provided for notes. Includes a CD with reproducible activity sheets.

Author : Gaynor C. Wild,Edward C. Benzel
Publisher : Jones & Bartlett Publishers
Page : 248 pages
File Size : 40,6 Mb
Release : 1994
Category : Medical
ISBN : STANFORD:36105009680773

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Essentials of Neurochemistry by Gaynor C. Wild,Edward C. Benzel Pdf

Author : Pat Hulsey,Ray Beeson
Publisher : Unknown
Page : 288 pages
File Size : 42,7 Mb
Release : 2006-07-01
Category : Religion
ISBN : 097482691X

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Strategic Spiritual Warfare by Pat Hulsey,Ray Beeson Pdf

Hulsey details the dynamics of a global spiritual war described in the Bible. This interactive workbook gives information on demon spirits and shows how they interact with people in order to destroy the human race. (Christian)

Author : Melvin L. Silberman,Elaine Biech
Publisher : John Wiley & Sons
Page : 453 pages
File Size : 44,6 Mb
Release : 2015-05-04
Category : Business & Economics
ISBN : 9781118972014

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Active Training by Melvin L. Silberman,Elaine Biech Pdf

The all-time bestselling training handbook, updated for new technologies and roles Active Training turns instructional design on its head by shifting the emphasis away from the instructor, and on to the learner. Comprehensively updated to reflect the many developments in the field, this new fourth edition covers the latest technologies and applications, the evolving role of the trainer, and how new business realities impact training, advancing new evidence-based best practices for new trainer tasks, skills, and knowledge. Up to date theory and research inform the practical tips and techniques that fully engage learners and help them get the most out of sessions, while updated workplace examples and revised templates and worksheets help bring these techniques into the classroom quickly. You'll gain insight into improving training evaluation by using Return on Expectations (ROE), learn how to extend the value of training programs through transfer of learning, and develop fresh, engaging methods that incorporate state-of-the-art applications. Active Training designs offer just the right amount of content; the right balance of affective, behavioral, and cognitive learning; a variety of approaches; real-life problem solving; gradual skill-building; and engaging delivery that uses the participants' expertise as a foundation for learning. This book is the classic guide to employing Active Training methods effectively and appropriately for almost any topic. Learn how the trainer's role has changed Engage learners through any training delivery method Inspire collaboration and innovation through application Overcome the challenges trainers face in the new business environment Active Training methods make training sessions fun, engaging, relevant, and most importantly, effective. Participants become enthusiastic about the material, and view sessions as interesting challenges rather than as means to fulfill requirements. To bring these widely endorsed methods into your training repertoire, Active Training is the complete practical handbook you need.