Neil Rackham

Book is excellent, no damage or markings. Missing dust jacket.

Hardcover (1 to 2 lbs)

Florida

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.

SPIN Selling

dbb1cbd3-f069-452c-b138-d6029bf740fe-1

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.

Category - Non Fiction / Business & Economics

Format - Hardcover

Condition - Excellent

Listed - 6 months ago

Views - 20

Wishes - 2

Ships From - Florida

Est. Publication Date - May 1988

Seller Description

Additional Information

Publisher Description

SPIN Selling

By:

$2.00

Condition

Format

Meet the seller

Discover more

SPIN Selling

By: Neil Rackham

'SPIN Selling' readers also enjoyed:

Additional titles by Neil Rackham

Recently Viewed

Browse by categories

Category - Non Fiction / Business & Economics

Format - Hardcover

Condition - Excellent

Listed - 6 months ago

Views - 20

Wishes - 2

Ships From - Florida

Est. Publication Date - May 1988

Seller Description

Additional Information

Publisher Description

SPIN Selling

By:

$2.00

Condition

Format

Meet the seller

Discover more

SPIN Selling

By: Neil Rackham

'SPIN Selling' readers also enjoyed:

Additional titles by Neil Rackham

Recently Viewed