SPIN selling

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Publisher:
McGraw-Hill,
Pub. Date:
[1988]
Language:
English
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.

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Contributors:
ISBN:
9780070511132
9781598872576
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Grouping Information

Grouped Work ID64ed95f5-dab2-4a1e-3f35-3d4c00ec8a5a
Grouping Titlespin selling
Grouping Authorrackham neil
Grouping Categorybook
Last Grouping Update2019-10-04 15:35:12PM
Last Indexed2019-11-16 02:01:38AM

Solr Details

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auth_author2Kalomeer, Robert.
authorRackham, Neil.
author2-roleKalomeer, Robert.|Narrator
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display_descriptionHow do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN-(Situation, Problem, Implication, Need-Payoff)--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.
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publishDate1988
2000
record_details
Bib IdFormatFormat CategoryEditionLanguagePublisherPublication DatePhysical Description
ils:.b11732386BookBooksEnglishMcGraw-Hill, [1988]xi, 197 pages : illustrations ; 24 cm.
hoopla:MWT12250805eAudiobookAudio BooksUnabridged.EnglishHighBridge, 2000.1 online resource (1 audio file (180 min.)) : digital.
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ils:.b11732386.i12782580On ShelfOn Shelffalsetruetruefalsefalsetrue2, 101, 102, 104
subject_facetSelling
title_displaySPIN selling
title_fullSPIN selling / Neil Rackham
SPIN selling [electronic resource] / Neil Rackham
title_shortSPIN selling
topic_facetSelling