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SPIN Selling 1st Edition, Kindle Edition
|New from||Used from|
|Length: 234 pages||Word Wise: Enabled||Enhanced Typesetting: Enabled|
|Page Flip: Enabled||Language: English|
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."
"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."
"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."
"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.
- 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
- Best Sellers Rank: 108,419 in Kindle Store (See Top 100 in Kindle Store)
- Customer Reviews:
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Top reviews from Australia
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Get it. It will be the best book you’ve ever bought!
(And no one is paying me to say any of this!)
Top reviews from other countries
The CDs are really well structured, I listened to them in my car and had no difficulties of understanding everything and remembered most of it easily.
There was a section on learning skills as opposed to learning knowledge, which I found very interesting and useful.
On the improvement side, there could have been a few more examples of sales behaviours. Adding a few more CDs to the package wouldn't reduce the overall quality.
All in all, a great purchase for someone who is looking for an alternative to the classic sales ABC (always be closing) approach.
Seller gave plenty of communication.