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, ...
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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.
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Add this copy of Spin Selling to cart. $0.99, good condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 1988 by McGraw-Hill.
Add this copy of Spin Selling to cart. $0.99, fair condition, Sold by Dream Books Co. rated 5.0 out of 5 stars, ships from Denver, CO, UNITED STATES, published 1988 by McGraw-Hill.
Add this copy of Spin Selling to cart. $1.02, good condition, Sold by Zoom Books Company rated 5.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 1988 by McGraw-Hill.
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Seller's Description:
Book is in good condition and may contain underlining or highlighting and minimal wear. The book can also include library labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and fast customer support.
Add this copy of Spin Selling to cart. $1.62, fair condition, Sold by Orion Tech rated 5.0 out of 5 stars, ships from Arlington, TX, UNITED STATES, published 1988 by McGraw-Hill.
Add this copy of Spin Selling to cart. $1.65, good condition, Sold by Seattle Goodwill rated 5.0 out of 5 stars, ships from Seattle, WA, UNITED STATES, published 1988 by McGraw-Hill Companies.
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May have some shelf-wear due to normal use. Your purchase funds free job training and education in the greater Seattle area. Thank you for supporting Goodwill's nonprofit mission!
Add this copy of Spin Selling to cart. $1.90, good condition, Sold by Zoom Books Company rated 5.0 out of 5 stars, ships from Lynden, WA, UNITED STATES, published 1988 by McGraw-Hill.
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Seller's Description:
Book is in very good condition and may include minimal underlining highlighting. The book can also include From the library of labels. May not contain miscellaneous items toys dvds etc. We offer 100% money back guarantee and 24 7 customer service.
Add this copy of Spin Selling to cart. $1.99, very good condition, Sold by ThriftBooks-Atlanta rated 5.0 out of 5 stars, ships from Brownstown, MI, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $1.99, very good condition, Sold by ThriftBooks-Reno rated 5.0 out of 5 stars, ships from Reno, NV, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $1.99, very good condition, Sold by ThriftBooks-Dallas rated 4.0 out of 5 stars, ships from Dallas, TX, UNITED STATES, published 1988 by McGraw-Hill Companies.
Add this copy of Spin Selling to cart. $1.99, very good condition, Sold by ThriftBooks-Baltimore rated 4.0 out of 5 stars, ships from Halethorpe, MD, UNITED STATES, published 1988 by McGraw-Hill Companies.
