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SPIN Selling by Neil Rackham (1988, Hardcover)

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This book is a valuable resource for adults interested in professional sales. The SPIN Selling method, developed by Neil Rackham, is a validated sales technique that offers a comprehensive and structured approach to selling. Published by Mcgraw-Hill Education in 1988, this hardcover book provides a detailed description of the method and its components, including a dust jacket and 197 pages. The book is written in English and has been applied in the United States since the 1980s. It is a nonfiction narrative type and falls under the category of Books & Magazines. There is writing on the inside cover and some highlighting. Pet free smoke free home.

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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.