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Neil Rackham SPIN Selling ISBN 13: 9780070511132

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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. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.

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From the Publisher:

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

From the Back Cover:

"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management

"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce

"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
--Sales Techniques

"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
--Business Executive

"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
--Business Graduate

"Almost anyone could learn something from this book. Essentially,it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management

"About this title" may belong to another edition of this title.

  • PublisherMcGraw-Hill
  • Publication date1988
  • ISBN 10 0070511136
  • ISBN 13 9780070511132
  • BindingHardcover
  • Edition number1
  • Number of pages216
  • Rating

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Book Description hardcover. Condition: new. 1st. Product DescriptionWritten 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 corporations 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 wont 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 Sales Behavior and Sales Success Obtaining Commitment Closing the Sale Customer Needs in the Major Sale The SPIN Strategy Giving Benefits in Major Sales Preventing Objections Preliminaries Opening the Call Turning Theory into PracticeFrom the PublisherNEIL RACKHAM is founder and former president of Huthwaite Inc Huthwaite researches consults and provides seminars for over 200 leading sales organizations around the world including Xerox IBM and Citicorp His academic background is in research psychology It was at the University of Sheffield England that he began his research into sales effectiveness that resulted in SPIN Mr Rackham is the author of more than 50 articles and several booksFrom the Back CoverThis book should be essential reading for everyone involved in selling or managing the sales function a welcome wellresearched treatise on sellingJournal of Marketing ManagementThe first book to specifically examine the major sale the high value product or service by researching the successful sales calls as they happen in the fieldIndustry CommerceThis book is the result of over 1 million of extensive and painstaking research It breaks new ground and cannot be ignored by anyone who is committed to selling as a professionSales TechniquesThe revolutionary findings published here for the first time will overturn a whole collection of hitherto accepted assumptions The book also provides a set of simple and practical techniques known as SPIN which have already been tried in many leading companies resulting in a dramatic increase in salesBusiness ExecutiveThis is an interesting lively and readable treatment of the process by which major sales are closed Like In Search of Excellence the material has a curiously inspirational quality which is particularly compellingBusiness GraduateAlmost anyone could learn something from this book Essentiallyit is about success and without this no sales organization can survive Buy a copy We are sure you will find it invaluableSales and Marketing Management. Seller Inventory # BKZN9780070511132

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Book Description Hardcover. Condition: New. 1st. 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. Sales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice. Seller Inventory # DADAX0070511136

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