LEADER 00000nim a22004455a 4500 
003    MWT 
005    20191125051810.0 
006    m     o  h         
007    sz zunnnnnuned 
007    cr nnannnuuuua 
008    181130s2000    xxunnn es      i  n eng d 
020    9781598872576 (sound recording : hoopla Audio Book) 
020    1598872575 (sound recording : hoopla Audio Book) 
029    https://d2snwnmzyr8jue.cloudfront.net/
       rcb_9781598872576_180.jpeg 
028 42 MWT12250805 
037    12250805|bMidwest Tape, LLC|nhttp://www.midwesttapes.com 
040    Midwest|erda 
082 04 658.85|222 
099    eAudiobook hoopla 
099    eAudiobook hoopla 
100 1  Rackham, Neil. 
245 10 SPIN selling|h[Hoopla electronic resource] /|cNeil 
       Rackham. 
250    Unabridged. 
264  1 [United States] :|bHighBridge,|c2000. 
264  2 |bMade available through hoopla 
300    1 online resource (1 audio file (180 min.)) :|bdigital. 
336    spoken word|bspw|2rdacontent 
337    computer|bc|2rdamedia 
338    online resource|bcr|2rdacarrier 
344    digital|hdigital recording|2rda 
347    data file|2rda 
506    Digital content provided by hoopla. 
511 0  Read by Bob Kalomeer. 
520    How do some salespeople consistently outsell their 
       competition? Why do closing techniques work in small sales
       but fail in larger ones? How can salespeople dramatically 
       increase their sales volume from major accounts? If you're
       in sales--or if you manage a sales force--you need the 
       SPIN strategy. Developed from 12 years of research into 35,
       000 sales calls, SPIN-(Situation, Problem, Implication, 
       Need-Payoff)--is already in use by many of the world's top
       sales forces. Now these revolutionary, easy-to-apply 
       methods can be yours. With wit and authority, Neil Rackham
       explains why traditional sales models don't work for large
       sales. With supreme clarity, he unfolds the enormously 
       successful SPIN strategy, using real-world examples and 
       informative cases. You may find the techniques 
       controversial; they often go against the grain of 
       conventional sales training. In the end, the powerful 
       evidence Rackham presents will convince and convert you. 
538    Mode of access: World Wide Web. 
650  0 Selling. 
700 1  Kalomeer, Robert.|4nrt 
710 2  hoopla digital. 
856 40 |uhttps://www.hoopladigital.com/title/
       12250805?utm_source=MARC|zInstantly available on hoopla. 
856 42 |zCover image|uhttps://d2snwnmzyr8jue.cloudfront.net/
       rcb_9781598872576_180.jpeg