By (author) Neil Rackham
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Spin Selling by Neil Rackham
Book DescriptionWhat 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 DetailsISBN: 9780070511132
(235mm x 159mm x 20mm)
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, 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.
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Put into practice today's winning strategy for achieving success in high-end sales!
Major Account Sales Strategy, Paperback (May 1989)» View all books by Neil Rackham
Offers various strategies and tactics for the entire major account sales cycle. This book helps you tailor your selling strategy to match each step in the client's decision-making process. It also helps enable you to handle negotiations, concessions on price, and term agreements skillfully and effectively.
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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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