SPIN Selling by Neil Rackham (1988, Hardcover)
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Product Information
What makes success in major sales? How do some salespeople consistently outsell their competition? Why do techniques like closing work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts?Product Identifiers
PublisherMcgraw-Hill Education
ISBN-100070511136
ISBN-139780070511132
eBay Product ID (ePID)34228
Product Key Features
Book TitleSpin Selling
Number of Pages216 Pages
LanguageEnglish
TopicSales & Selling / General
Publication Year1988
IllustratorYes
GenreBusiness & Economics
AuthorNeil Rackham
FormatHardcover
Dimensions
Item Height0.8 in
Item Weight15.3 Oz
Item Length9.3 in
Item Width6.2 in
Additional Product Features
Intended AudienceTrade
Dewey Edition19
Lccn88-000603
Dewey Decimal658.85
Lc Classification NumberHf5438.25.R34 1988
Table of ContentSales Behavior and Sales Success. Obtaining Commitment: Closing the Sale. Customer Needs in the Major Sale. The SPIN Strategy. Giving Benefits in Major Sales. Preventing Objections. Preliminaries: Opening the Call. Turning Theory into Practice.
