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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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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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