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SPIN Selling Hardcover – 22 May 1988

4.4 out of 5 stars 416 ratings
ISBN-13: 978-0070511132 ISBN-10: 0070511136 Edition: 1st

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  • Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant
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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

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.

Customer reviews

4.4 out of 5 stars
4.4 out of 5
416 customer ratings
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Reviewed in Australia on 29 March 2019
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Reviewed in Australia on 29 November 2019
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Top international reviews

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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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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Rogue Jest
5.0 out of 5 stars Great book, perfect condition.
Reviewed in the United Kingdom on 13 July 2015
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Peter
5.0 out of 5 stars Good conditions
Reviewed in the United Kingdom on 1 September 2018
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Pamela Bulmer
4.0 out of 5 stars Four Stars
Reviewed in the United Kingdom on 14 May 2016
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Theodoros Trachanidis
5.0 out of 5 stars Nicely structured and analyzed methods
Reviewed in the United Kingdom on 12 March 2016
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delightedbylife
5.0 out of 5 stars One of the foundational books on consultative selling; ignore ...
Reviewed in the United Kingdom on 13 June 2015
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alexis
5.0 out of 5 stars All good!
Reviewed in the United Kingdom on 4 August 2018
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therese
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on 8 October 2015
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Fiona
5.0 out of 5 stars so much sense
Reviewed in the United Kingdom on 28 October 2013
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M. S. Ribeiro
5.0 out of 5 stars Dont work without oit
Reviewed in the United Kingdom on 9 April 2013
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Mariella Wilson
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on 17 April 2016
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GoodApple
5.0 out of 5 stars Five Stars
Reviewed in the United Kingdom on 27 May 2015
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