The Power of Selling, 2010a

8. [4] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 40.
9. [5] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 144.
10. [6] “SPIN Selling,” review of SPIN Selling,
ChangingMinds.org,http://changingminds.org/books/book_reviews/spin.htm (accessed May 16, 2010).
11. [7] Greg Woodley, “SPIN Selling Is Good,”
SellingandPersuasionTechniques.com,http://www.sellingandpersuasiontechniques.com/SPINselling.html
(accessed May 16, 2010).
12. [8] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 76; Eric Wolfram, “How to Sell—
SPIN Selling,” Wolfram,http://wolfram.org/writing/howto/sell/spin_selling.html (accessed May 16, 2010).
13. [9] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 90.
14. [10] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 93.
15. [11] “SPIN Selling,” review of SPIN Selling, Changing Minds Book
Reviews,http://changingminds.org/books/book_reviews/spin.htm (accessed May 16, 2010).
16. [12] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 108.
17. [13] “SPIN Selling,” review of SPIN Selling, Changing Minds Book
Reviews,http://changingminds.org/books/book_reviews/spin.htm (accessed May 16, 2010).
18. [14] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 128.
19. [15] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 148.
20. [16] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 42–43.
21. [17] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 44.
22. [18] Neil Rackham, SPIN Selling Fieldbook (New York: McGraw-Hill, 1996), 45.
10.5 Putting It All Together
LEARNING OBJECTIVE
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