Neil Rackham

Spin Selling

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ISBN 13:: 9780070511132
author:: Neil Rackham
format:: Hardcover
publisher:: Mcgraw-Hill Education
language:: English
Publication Year:: 1988
Pages:: 197
Genre:: Marketing Textbook
Condition:: New
Availability:: Item usually sent within 7 working days

£22.87

Current Stock: 5

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Description

Description

SPIN Selling is a groundbreaking resource that revolutionized high-end selling. Written by Neil Rackham, it details the revolutionary SPIN (Situation, Problem, Implication, Need-payoff) strategy, which has been extensively researched and documented.

This book provides practical techniques for increasing sales volume from major accounts, and answers key questions about what makes success in major sales. It also explains why traditional sales methods developed for small consumer sales are not effective for large sales.

Packed with real-world examples, illuminating graphics, and informative case studies, SPIN Selling is a valuable resource for anyone involved in selling or managing a sales force.

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