Piwik Image

X

Sign Up




READARA
SPIN Selling

Overall Rating

NA

Reviews

NA

SPIN 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.

McGraw-Hill

McGraw-Hill

No image

Neil Rackham

No of Pages
197
Publisher
McGraw-Hill
ISBN-13
9780070511132
Awards
None
Book Format
Hardcover
Published Date
May 1, 1988

Circles

Not in any circle

Book Journey

Reviews [0]

Likes [0]

Recommends [0]

Bookshelf [0]

Table of Contents

No data Found

About Neil Rackham

No data Found

Other Books by Author

other books by authors
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
The SPIN Selling Fieldbook: Practical Tools, Methods, Exercises, and Resources
Author :
Neil Rackham
Publisher :
McGraw-Hill
Published Date :
Jun 22, 1996
No of Pages :
208
Book Format :
Paperback
Category :
Economics
other books by authors
SPIN Selling
SPIN Selling
Author :
Neil Rackham
Publisher :
HighBridge Company
Published Date :
May 26, 2000
No of Pages :
249
Book Format :
Audio CD
Category :
Economics
other books by authors
Major Account Sales Strategy
Major Account Sales Strategy
Author :
Neil Rackham
Publisher :
McGraw-Hill
Published Date :
Jan 1, 1989
No of Pages :
218
Book Format :
Hardcover
Category :
Economics

More Economics Related Books

other Related books
Freakonomics: A Rogue Economist Explores the Hidden Side of Everything
Freakonomics: A Rogue Economist Explores the Hidden Side of Everything
Author :
Steven D. Levitt, Stephen J. Dubner
Publisher :
Harper Perennial
Published Date :
Aug 25, 2009
No of Pages :
315
Book Format :
Paperback
Category :
Economics
other Related books
Where Are the Customers' Yachts: or A Good Hard Look at Wall Street
Where Are the Customers' Yachts: or A Good Hard Look at Wall Street
Author :
Fred Schwed
Publisher :
Wiley
Published Date :
Jan 10, 2006
No of Pages :
208
Book Format :
Paperback
Category :
Economics
other Related books
God's Bankers: A History of Money and Power at the Vatican
God's Bankers: A History of Money and Power at the Vatican
Author :
Gerald Posner
Publisher :
Simon & Schuster
Published Date :
Feb 3, 2015
No of Pages :
752
Book Format :
Hardcover
Category :
Economics
other Related books
No Ordinary Disruption: The Four Global Forces Breaking All the Trends
No Ordinary Disruption: The Four Global Forces Breaking All the Trends
Author :
Richard Dobbs, James Manyika, Jonathan Woetzel
Publisher :
PublicAffairs
Published Date :
May 12, 2015
No of Pages :
288
Book Format :
Hardcover
Category :
Economics
other Related books
This Changes Everything: Capitalism vs. The Climate
This Changes Everything: Capitalism vs. The Climate
Author :
Naomi Klein
Publisher :
Simon & Schuster
Published Date :
Sep 16, 2014
No of Pages :
576
Book Format :
Hardcover
Category :
Economics
other Related books
The Innovator's Dilemma: The Revolutionary Book That Will Change the Way You Do Business
The Innovator's Dilemma: The Revolutionary Book That Will Change the Way You Do Business
Author :
Clayton M. Christensen
Publisher :
HarperBusiness
Published Date :
Oct 4, 2011
No of Pages :
336
Book Format :
Paperback
Category :
Economics
other Related books
Cool Tools: A Catalog of Possibilities
Cool Tools: A Catalog of Possibilities
Author :
Clayton M. Christensen
Publisher :
Cool Tools Lab
Published Date :
Dec 17, 2013
No of Pages :
472
Book Format :
Paperback
Category :
Economics
other Related books
The Visual Display of Quantitative Information
The Visual Display of Quantitative Information
Author :
Edward R. Tufte
Publisher :
Graphics Pr
Published Date :
Jan 1, 2001
No of Pages :
200
Book Format :
Hardcover
Category :
Economics
other Related books
Barron's AP Microeconomics/Macroeconomics, 5th Edition
Barron's AP Microeconomics/Macroeconomics, 5th Edition
Author :
Frank Musgrave Ph.D., Elia Kacapyr Ph.D., James Redelsheimer M.A.
Publisher :
Barron's Educational Series
Published Date :
Feb 25, 2015
No of Pages :
352
Book Format :
Paperback
Category :
Economics
other Related books
Efficiently Inefficient: How Smart Money Invests and Market Prices Are Determined
Efficiently Inefficient: How Smart Money Invests and Market Prices Are Determined
Author :
Lasse Heje Pedersen
Publisher :
Princeton University Press
Published Date :
Apr 13, 2015
No of Pages :
368
Book Format :
Hardcover
Category :
Economics
other Related books
SPIN Selling
SPIN Selling
Author :
Neil Rackham
Publisher :
McGraw-Hill
Published Date :
May 1, 1988
No of Pages :
197
Book Format :
Hardcover
Category :
Economics
other Related books
Cracking the AP Economics Macro & Micro Exams, 2015 Edition (College Test Preparation)
Cracking the AP Economics Macro & Micro Exams, 2015 Edition (College Test Preparation)
Author :
Princeton Review
Publisher :
Princeton Review
Published Date :
Sep 2, 2014
No of Pages :
272
Book Format :
Paperback
Category :
Economics
other Related books
Inequality: What Can Be Done?
Inequality: What Can Be Done?
Author :
Anthony B. Atkinson
Publisher :
Harvard University Press
Published Date :
May 11, 2015
No of Pages :
400
Book Format :
Hardcover
Category :
Economics
other Related books
The Second Machine Age: Work, Progress, and Prosperity in a Time of Brilliant Technologies
The Second Machine Age: Work, Progress, and Prosperity in a Time of Brilliant Technologies
Author :
Erik Brynjolfsson, Andrew McAfee
Publisher :
W. W. Norton & Company
Published Date :
Jan 20, 2014
No of Pages :
320
Book Format :
Hardcover
Category :
Economics
other Related books
Principles of Microeconomics, 7th Edition
Principles of Microeconomics, 7th Edition
Author :
N. Gregory Mankiw
Publisher :
South-Western College Pub
Published Date :
Nov 30, -1
No of Pages :
520
Book Format :
Paperback
Category :
Economics
other Related books
The Age of Sustainable Development
The Age of Sustainable Development
Author :
Jeffrey D. Sachs
Publisher :
Columbia University Press
Published Date :
Mar 3, 2015
No of Pages :
544
Book Format :
Paperback
Category :
Economics
other Related books
Think Like a Freak: The Authors of Freakonomics Offer to Retrain Your Brain
Think Like a Freak: The Authors of Freakonomics Offer to Retrain Your Brain
Author :
Steven D. Levitt, Stephen J. Dubner
Publisher :
William Morrow
Published Date :
May 12, 2014
No of Pages :
288
Book Format :
Hardcover
Category :
Economics
other Related books
The Price of Inequality: How Today's Divided Society Endangers Our Future
The Price of Inequality: How Today's Divided Society Endangers Our Future
Author :
Joseph E. Stiglitz
Publisher :
W. W. Norton & Company
Published Date :
Apr 8, 2013
No of Pages :
560
Book Format :
Paperback
Category :
Economics
other Related books
The Creature from Jekyll Island: A Second Look at the Federal Reserve
The Creature from Jekyll Island: A Second Look at the Federal Reserve
Author :
G. Edward Griffin
Publisher :
American Media
Published Date :
Sep 11, 2010
No of Pages :
608
Book Format :
Paperback
Category :
Economics
other Related books
5 Steps to a 5 AP Macroeconomics, 2014-2015 Edition (5 Steps to a 5 on the Advanced Placement Examinations Series)
5 Steps to a 5 AP Macroeconomics, 2014-2015 Edition (5 Steps to a 5 on the Advanced Placement Examinations Series)
Author :
Eric Dodge
Publisher :
McGraw-Hill
Published Date :
Jul 30, 2013
No of Pages :
256
Book Format :
Paperback
Category :
Economics
+

Editorial Reviews

No Editorial Reviews Available

Community Reviews

No Community Reviews Available

Press Releases

No Press Release found

Testimonials

No Data available

Market Place