SPIN®-Selling
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Published By Routledge

9781003073024
Latest Documents Most Cited Documents Contributed Authors Related Sources Related Keywords

Preventing objections

2020 ◽  
pp. 123-142
Author(s):  
Neil Rackham

Turning theory into practice

2020 ◽  
pp. 181-195
Author(s):  
Neil Rackham

Giving benefits in major sales

2020 ◽  
pp. 103-121
Author(s):  
Neil Rackham

The Huthwaite research

2020 ◽  
pp. 1-7
Author(s):  
Neil Rackham

Preliminaries: opening the call

2020 ◽  
pp. 143-152
Author(s):  
Neil Rackham

Customer needs in the major sale

2020 ◽  
pp. 49-62
Author(s):  
Neil Rackham
Keyword(s):  
Customer Needs

The SPIN® strategy

2020 ◽  
pp. 73-102
Author(s):  
Neil Rackham
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