SPIN selling
(Book)
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Copies
Location | Call Number | Status |
---|---|---|
Green Hills - Adult Non-Fiction | 658.85 R122s | Checked Out |
More Details
Published
New York : McGraw-Hill Book Company, [1988].
Format
Book
Physical Desc
xi, 197 pages : illustrations ; 24 cm
Language
English
Notes
General Note
Jacket subtitle: Situation, problem, implication, need, payoff.
General Note
"The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Jacket.
General Note
Includes index.
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, and 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 succeed 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.
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Citations
APA Citation, 7th Edition (style guide)
Rackham, N. (1988). SPIN selling . McGraw-Hill Book Company.
Chicago / Turabian - Author Date Citation, 17th Edition (style guide)Rackham, Neil. 1988. SPIN Selling. McGraw-Hill Book Company.
Chicago / Turabian - Humanities (Notes and Bibliography) Citation, 17th Edition (style guide)Rackham, Neil. SPIN Selling McGraw-Hill Book Company, 1988.
MLA Citation, 9th Edition (style guide)Rackham, Neil. SPIN Selling McGraw-Hill Book Company, 1988.
Note! Citations contain only title, author, edition, publisher, and year published. Citations should be used as a guideline and should be double checked for accuracy. Citation formats are based on standards as of August 2021.
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