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

4.5 out of 5 stars 1,084 ratings

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Kindle
$23.00
Length: 234 pages Word Wise: Enabled Enhanced Typesetting: Enabled
Page Flip: Enabled Language: English

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Product description

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 --This text refers to the hardcover edition.

About the Author

NEIL RACKHAM is founder and former president of Huthwaite, Inc. Huthwaite researches, consults, and provides seminars for over 200 leading sales organizations around the world, including Xerox, IBM, and Citicorp. His academic background is in research psychology. It was at the University of Sheffield, England, that he began his research into sales effectiveness that resulted in SPIN. Mr. Rackham is the author of more than 50 articles and several books.

--This text refers to the hardcover edition.

Product details

  • ASIN ‏ : ‎ B06XB35VCH
  • Publisher ‏ : ‎ McGraw-Hill Education; 1st edition (22 May 1988)
  • Language ‏ : ‎ English
  • File size ‏ : ‎ 23449 KB
  • Text-to-Speech ‏ : ‎ Enabled
  • Enhanced typesetting ‏ : ‎ Enabled
  • X-Ray ‏ : ‎ Not Enabled
  • Word Wise ‏ : ‎ Enabled
  • Print length ‏ : ‎ 234 pages
  • Customer Reviews:
    4.5 out of 5 stars 1,084 ratings

Customer reviews

4.5 out of 5 stars
4.5 out of 5
1,084 global ratings
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Top reviews from Australia

Reviewed in Australia on 29 March 2019
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Reviewed in Australia on 27 November 2020
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Reviewed in Australia on 29 November 2019
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Reviewed in Australia on 5 November 2020
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Top reviews from other countries

A. Hadzhidiev
4.0 out of 5 stars New Approach To Questioning in Sales
Reviewed in the United Kingdom on 25 July 2010
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Kindle Customer
3.0 out of 5 stars Situation of SPIN
Reviewed in the United Kingdom on 17 July 2018
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One person found this helpful
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JPSreviews
2.0 out of 5 stars New sales training methodology
Reviewed in the United Kingdom on 11 April 2019
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Gcrikey
5.0 out of 5 stars gives you the correct fundamentals...
Reviewed in the United Kingdom on 18 September 2011
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2 people found this helpful
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Dave Davies
5.0 out of 5 stars Great book, perfect condition.
Reviewed in the United Kingdom on 13 July 2015
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One person found this helpful
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