SPIN Selling / Edition 1

SPIN Selling / Edition 1

4.7 11
by Neil Rackham, Rackham
     
 

"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

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Overview

"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

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Product Details

ISBN-13:
9780070511132
Publisher:
McGraw-Hill Professional Publishing
Publication date:
05/01/1988
Pages:
197
Sales rank:
62,358
Product dimensions:
6.30(w) x 9.30(h) x 0.80(d)

Related Subjects

Table of Contents

Sales Behavior and Sales Success.

Obtaining Commitment: Closing the Sale.

Customer Needs in the Major Sale.

The SPIN Strategy.

Giving Benefits in Major Sales.

Preventing Objections.

Preliminaries: Opening the Call.

Turning Theory into Practice.

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