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Spin - selling

Author: Neil Rackham
Publisher: Aldershot : Gower, 1987
Edition/Format:   Print book : EnglishView all editions and formats
Summary:
"Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in paperback and includes a new preface by the author."--Wheelers website.
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Document Type: Book
All Authors / Contributors: Neil Rackham
ISBN: 0566076896 9780566076893
OCLC Number: 36719535
Notes: Originally published as: Making major sales.
Includes index.
Description: xi, 260 pages : illustrations ; 24 cm
Contents: 1. The Huthwaite research 2. Sales large and small 3. Investigating: questions and sales success 4. Customer needs in the major sale 5. Using questions to uncover implied needs 6. The SPIN(R) strategy 7. Giving benefits in major sales 8. Preventing objections 9. Preliminaries: opening the call 10. Obtaining commitment: closing the sale 11. Turning theory into practice Appendix A Evaluating the SPIN(R) models Appendix B Closing attitude scale
Responsibility: Neil Rackham.

Abstract:

Provides a set of practical techniques which have been tried in many of today's leading companies with dramatic improvements to sales performance. This text makes the spin-selling method available in  Read more...

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'Totally compulsive ... the ideas are not only interesting, but are shown to be effective ... obligatory reading' - Sales and Marketing Management 'Breaks new ground and it cannot be ignored by Read more...

 
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