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The international bestseller that revolutionized high-end selling
Written by Neil Rackham, former president and founder of Huthwaite corporation, "SPIN Selling" is essential reading for anyone involved in selling or managing a sales force. Unquestionably the best-documented account of sales success ever collected and the result of the Huthwaite corporation's massive 12-year, $1-million dollar research into effective sales performance, this groundbreaking resource details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy.
In "SPIN Selling," Rackham, who has advised leading companies such as IBM and Honeywell delivers the first book to specifically examine selling high-value product and services. By following the simple, practical, and easy-to-apply techniques of SPIN, readers will be able to dramatically increase their sales volume from major accounts. Rackham answers key questions such as "What makes success in major sales" and "Why do techniques like closing work in small sales but fail in larger ones?"
You will learn why traditional sales methods which were developed for small consumer sales, just won't work for large sales and why conventional selling methods are doomed to fail in major sales. Packed with real-world examples, illuminating graphics, and informative case studies - and backed by hard research data - "SPIN Selling" is the million-dollar key to understanding and producing record-breaking high-end sales performance.
Title: SPIN Selling: Situation * Problem * Implication * Need-Payoff
Edition: (31st printing)
Publisher: NY, MCGRAW HILL BOOK CO: 1968
ISBN Number: 0070511136
ISBN Number 13: 9780070511132
Book Condition: FINE/ Fine
lb: 2.10 lb
Seller ID: 9NH041
Description: "As new - gift quality! "" 'How can you be successful in one sales job and fail entirely in another?'…many of the skills which make salespeople successful with smaller sales actually prevent their success with larger sales…Developed from research studies of 35,000 sales calls..."""
Keywords: BUSINESS & ECONOMICS / Sales & Selling "NOT KEPT AT STORE- if you would like to pick this up, please order the day before you want to pick it up. Use the ""pick up in store"" option for shipping at checkout."