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SPIN Selling by [Rackham, Neil]
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SPIN Selling 1st Edition, Kindle Edition

5.0 out of 5 stars 1 rating

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$28.01

Length: 216 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product description

Product 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.

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


Product details

  • Format: Kindle Edition
  • File Size: 23078 KB
  • Print Length: 216 pages
  • Page Numbers Source ISBN: 0070511136
  • Publisher: McGraw-Hill Education; 1 edition (22 May 1988)
  • Sold by: Amazon Australia Services, Inc.
  • Language: English
  • ASIN: B06XB35VCH
  • Text-to-Speech: Enabled
  • X-Ray:
  • Word Wise: Enabled
  • Screen Reader: Supported
  • Enhanced Typesetting: Enabled
  • Average Customer Review: 5.0 out of 5 stars 1 customer review
  • Amazon Bestsellers Rank: #91,842 Paid in Kindle Store (See Top 100 Paid in Kindle Store)
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1 customer review

29 March 2019
Format: Kindle EditionVerified Purchase

Most helpful customer reviews on Amazon.com

Amazon.com: 4.3 out of 5 stars 367 reviews
J. Hale
5.0 out of 5 starsA book you can actually put into action
9 September 2015 - Published on Amazon.com
Verified Purchase
47 people found this helpful
Jeremey Donovan
5.0 out of 5 starsOutstanding Sales Framework!
10 April 2015 - Published on Amazon.com
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63 people found this helpful
Rob S
5.0 out of 5 starsBest Selling Book Out There!
11 October 2014 - Published on Amazon.com
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16 people found this helpful