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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 research2. Sales large and small3. Investigating: questions and sales success4. Customer needs in the major sale5. Using questions to uncover implied needs6. The SPIN (R) strategy7. Giving benefits in major sales8. Preventing objections9. Preliminaries: opening the call10. Obtaining commitment: closing the sale11. Turning theory into practiceAppendix A Evaluating the SPIN (R) modelsAppendix 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 anyone Read more...

 
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