SPIN selling
Description
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.
More Details
Contributors:
ISBN:
9780070511132
9781639295562
9781598872576
9781639295562
9781598872576
Staff View
Grouping Information
Grouped Work ID | ca48c043-8450-79a6-2e3f-499c6bddeb0a |
---|---|
Grouping Title | spin selling |
Grouping Author | neil rackham |
Grouping Category | book |
Grouping Language | English (eng) |
Last Grouping Update | 2024-02-22 19:27:25PM |
Last Indexed | 2024-04-18 21:50:19PM |
Solr Fields
accelerated_reader_point_value
0
accelerated_reader_reading_level
0
auth_author2
Kalomeer, Bob
Woods, Eli
Woods, Eli
author
Rackham, Neil
author2-role
Kalomeer, Bob,reader
Woods, Eli,reader
hoopla digital
Woods, Eli,reader
hoopla digital
author_display
Rackham, Neil
available_at_evld
EVLD Avon Public Library
detailed_location_evld
EVLD Avon Public Library
display_description
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.
format_category_evld
Books
format_evld
Book
id
ca48c043-8450-79a6-2e3f-499c6bddeb0a
isbn
9780070511132
9781598872576
9781639295562
9781598872576
9781639295562
itype_evld
Non-fiction
last_indexed
2024-04-19T03:50:19.017Z
lexile_score
-1
literary_form
Non Fiction
literary_form_full
Non Fiction
local_callnumber_evld
658.85 RAC
owning_library_evld
EVLD Eagle Valley Library Dist.
owning_location_evld
EVLD Avon Public Library
primary_isbn
9780070511132
publishDate
1988
2000
2014
2000
2014
publisher
HighBridge
McGraw Hill-Ascent Audio
McGraw-Hill
McGraw Hill-Ascent Audio
McGraw-Hill
recordtype
grouped_work
subject_facet
Business
Sales
Selling
Sales
Selling
title_display
SPIN selling
title_full
SPIN Selling [electronic resource] / Neil Rackham
SPIN selling / Neil Rackham
SPIN selling / Neil Rackham
title_short
SPIN selling
topic_facet
Business
Sales
Selling
Sales
Selling
Solr Details Tables
item_details
Bib Id | Item Id | Shelf Loc | Call Num | Format | Format Category | Num Copies | Is Order Item | Is eContent | eContent Source | eContent URL | Detailed Status | Last Checkin | Location |
---|---|---|---|---|---|---|---|---|---|---|---|---|---|
hoopla:MWT14341967 | Online Hoopla Collection | Online Hoopla | eAudiobook | Audio Books | 1 | false | true | Hoopla | https://www.hoopladigital.com/title/14322795?utm_source=MARC&Lid=hh4435 | Available Online | |||
ils:.b11732386 | .i12782580 | EVLD Avon Public Library | 658.85 RAC | 1 | false | false | On Shelf | Jul 07, 2023 | eva | ||||
hoopla:MWT12250805 | Online Hoopla Collection | Online Hoopla | eAudiobook | Audio Books | 1 | false | true | Hoopla | https://www.hoopladigital.com/title/12250805?utm_source=MARC&Lid=hh4435 | Available Online |
record_details
Bib Id | Format | Format Category | Edition | Language | Publisher | Publication Date | Physical Description | Abridged |
---|---|---|---|---|---|---|---|---|
hoopla:MWT14341967 | eAudiobook | Audio Books | Unabridged | English | McGraw Hill-Ascent Audio | 2014 | 1 online resource (1 audio file (6hr., 12 min.)) : digital. | |
ils:.b11732386 | Book | Books | English | McGraw-Hill | [1988] | xi, 197 pages : illustrations ; 24 cm | ||
hoopla:MWT12250805 | eAudiobook | Audio Books | Unabridged | English | HighBridge | 2000 | 1 online resource (1 audio file (180 min.)) : digital. |
scoping_details_evld
Bib Id | Item Id | Grouped Status | Status | Locally Owned | Available | Holdable | Bookable | In Library Use Only | Library Owned | Holdable PTypes | Bookable PTypes | Local Url |
---|---|---|---|---|---|---|---|---|---|---|---|---|
ils:.b11732386 | .i12782580 | On Shelf | On Shelf | false | true | true | false | false | true | 2, 101, 102, 104, 105 |