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The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises and Resources

Author: Neil Rackham

Publisher: McGraw Hill Professional

Published: 1996-06-22

Total Pages: 240

ISBN-13: 0071368825

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.

SPIN® -Selling

Author: Neil Rackham

Publisher: Taylor & Francis

Published: 2020-04-28

Total Pages: 253

ISBN-13: 1000111482

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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 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.

Major Account Sales Strategy (PB)

Author: Neil Rackham

Publisher: McGraw Hill Professional

Published: 1989-01-22

Total Pages: 236

ISBN-13: 0071708405

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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 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.

The spin selling fieldbook

Author: Neil Rackham

Publisher:

Published: 1999

Total Pages: 0

ISBN-13: 9788440203571

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Modelling Systems

Author: John Fitzgerald

Publisher: Cambridge University Press

Published: 2009-06-11

Total Pages: 305

ISBN-13: 0521899117

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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.

Lab Dynamics

Author: Carl M. Cohen

Publisher: CSHL Press

Published: 2005

Total Pages: 184

ISBN-13: 0879698160

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"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

9 Secrets of Successful Meditation

Author: Samprasad Vinod

Publisher: Watkins Media Limited

Published: 2015-05-26

Total Pages: 192

ISBN-13: 1780288239

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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.

Handbook of Air Pollution Prevention and Control

Author: Nicholas P Cheremisinoff

Publisher: Elsevier

Published: 2002-08-22

Total Pages: 560

ISBN-13: 0080507921

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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.

Positioning for Play

Author: Rachel B. Diamant

Publisher: Pro-Ed

Published: 2010

Total Pages: 0

ISBN-13: 9781416404316

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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.

Strategic Spiritual Warfare

Author: Pat Hulsey

Publisher:

Published: 2006-07-01

Total Pages: 288

ISBN-13: 9780974826912

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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)