SPIN Selling


Product Information

Feature

McGraw-Hill Companies

Product Description

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.

Technical Details
Binding
Hardcover
Number of Pages
197
Product group
Book
Brand
McGraw-Hill Companies
Label
McGraw-Hill
Edition
1st
Publisher
McGraw-Hill
Publication date
May 1, 1988
Author
Neil Rackham
Language
English (Published), English (Original Language)
Color
White
EAN
9780070511132
UPC
352099390877
ISBN-10
0070511136
Item Dimensions L x W x H
6.2 x 0.8 x 9.3 inches
Item Weight
0.95 pounds
MPN
14662075
Manufacturer
McGraw-Hill
Studio
McGraw-Hill



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