SPIN selling
(Book)
Author:
Published:
New York : McGraw-Hill, [1988].
Format:
Book
ISBN:
0070511136 :
Status:
EVLD Avon Public Library
658.85 RAC
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.
Copies
Location
Call Number
Status
Last Check-In
EVLD Avon Public Library
658.85 RAC
On Shelf
Jul 7, 2023
More Details
Physical Desc:
xi, 197 pages : illustrations ; 24 cm
Language:
English
Notes
General Note
Jacket subtitle: Situation, problem, implication, need, payoff.
General Note
Includes index.
Citations
APA Citation (style guide)
Rackham, N. (1988). SPIN selling. New York, McGraw-Hill.
Chicago / Turabian - Author Date Citation (style guide)Rackham, Neil. 1988. SPIN Selling. New York, McGraw-Hill.
Chicago / Turabian - Humanities Citation (style guide)Rackham, Neil, SPIN Selling. New York, McGraw-Hill, 1988.
MLA Citation (style guide)Rackham, Neil. SPIN Selling. New York, McGraw-Hill, 1988.
Note! Citation formats are based on standards as of July 2022. Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy.
Staff View
Grouped Work ID:
ca48c043-8450-79a6-2e3f-499c6bddeb0a
Record Information
Last Sierra Extract Time | Apr 23, 2024 09:47:12 PM |
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Last File Modification Time | Apr 23, 2024 09:47:28 PM |
Last Grouped Work Modification Time | Apr 23, 2024 09:47:20 PM |
MARC Record
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