Spin Selling by Neil Rackham
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Spin Selling
By Neil Rackham

Spin Selling

By (author) See other recent books by Neil Rackham
Format: Hardback

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Spin Selling by Neil Rackham

Book Description

What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?Now you can find answers to all these questions with the SPIN strategy.

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Book Details

ISBN: 9780070511132
ISBN-10: 0070511136
Format: Hardback
(235mm x 159mm x 20mm)
Pages: 197
Imprint: McGraw-Hill Inc.,US
Publisher: McGraw-Hill Education - Europe
Publish Date: 1-May-1988
Country of Publication: United States

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What do winners of major sales do differently than the sellers who almost won, but ultimately came in second place? Mike Schultz and John Doerr, bestselling authors and world-renowned sales experts, set out to find the answer. They studied more than 700 business-to-business purchases made by buyers who represented a total of $3.

Rethinking the Sales Force by Neil Rackham Rethinking the Sales Force, Hardback (March 1999)

Rethinking the Sales Force demonstrates how the successful sales force manages complex business processes with multiple sales approaches and selling models that meet the demands of today's sophisticated customers.

SPIN Selling Fieldbook by Neil Rackham SPIN Selling Fieldbook, Paperback (June 1996)

Put into practice today's winning strategy for achieving success in high-end sales!

Spin - Selling by Neil Rackham Spin - Selling, Paperback (November 1995)

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.

» View all books by Neil Rackham


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Author Biography - Neil Rackham

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.

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