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SPIN selling

Author: Neil Rackham
Publisher: New York : McGraw-Hill, ©1988.
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
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, and this groundbreaking resource details the  Read more...
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Genre/Form: Handbooks and manuals
Nonfiction
Handbooks, manuals, etc
Material Type: Internet resource
Document Type: Book, Internet Resource
All Authors / Contributors: Neil Rackham
ISBN: 0070511136 9780070511132
OCLC Number: 17509403
Notes: Jacket subtitle: Situation, problem, implication, need, payoff.
"The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Jacket.
Includes index.
Description: xi, 197 pages : illustrations ; 24 cm
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 --Appendixes.
Responsibility: Neil Rackham.
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Abstract:

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, and 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 succeed 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.

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