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

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Index

Please note that index links point to page beginnings from the print edition. Locations are approximate in e-readers, and you may need to page down one or more times after clicking a link to get to the indexed material.

Advances, 42-43

brainstorming, 46

and Call Plan Form, 177

definition of, 38, 42-43

planning, 45, 172-74

example of, 173-74

Advantages, 146, 150

and the buyer, 153

Application knowledge, and Implication Questions, 111

Benefits, 146, 151-52

and the buyer, 153

defining, 151

and the large or complex sale, 152

true benefits, 151-52

Brainstorming advances, 46

Business knowledge, and Implication Questions, 111

Buyer-centered purpose, opening, 40

Buyer needs:

Check Yourself, 65-66

developing, 68

across several functions, 72

focusing ...

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