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SPIN Selling by Neil Rackham (Hardcover, 1988)

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The international bestseller that revolutionized high-end selling! Written by Neil Rackham, former president and founder of Huthwaite corporation, SPIN Selling is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy. In SPIN Selling, Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as What makes success in major sales and Why do techniques like closing work in small sales but fail in larger ones? You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - SPIN Selling is the million-dollar key to understanding and producing record-breaking high-end sales performance.

Product Identifiers

PublisherMcgraw-Hill Education

ISBN-139780070511132

eBay Product ID (ePID)180613306

Product Key Features

Publication NameSpin Selling

SubjectMarketing

Publication Year1988

TypeTextbook

FormatHardcover

LanguageEnglish

AuthorNeil Rackham

Number of Pages197 Pages

Dimensions

Item Height236 mm

Item Weight434 g

Item Width158 mm

Additional Product Features

Country/Region of ManufactureUnited States

Title_AuthorNeil Rackham

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by wully-m
23 Jun, 2016
SPIN Selling - a book from the 1980's which is still relevant
Although this book is getting a bit long in the tooth it is still a book that all sales people need to read. It is well researched, well illustrated and well written and will put money in your pocket. Much of modern selling finds its roots in Rackham's little masterpiece. He is widely quoted by all the modern day sales gurus and much of their teaching is just SPIN with different clothes. I highly recommend this book to you.
Verified purchase: YesCondition: Pre-owned