SPIN selling

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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.

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Grouped Work ID 64ed95f5-dab2-4a1e-3f35-3d4c00ec8a5a
full_title spin selling
author rackham neil
grouping_category book
lastUpdate 2018-01-04 01:24:23AM

Solr Details

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id 64ed95f5-dab2-4a1e-3f35-3d4c00ec8a5a
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owning_library_evld EVLD Eagle Valley Library Dist.
owning_location_evld EVLD Avon Public Library
primary_isbn 9780070511132
publishDate 1988
record_details ils:.b11732386|Book|Books||English|McGraw-Hill,|[1988]|xi, 197 pages : illustrations ; 24 cm.
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subject_facet Selling
title_display SPIN selling
title_full SPIN selling / Neil Rackham
title_short SPIN selling
topic_facet Selling