SPIN Selling: Situation; Problem; Implication; Need Pay-Off Hardback - 1990
by Neil Rackham
- Used
- as new
- Hardback
- first
Based on the largest research project ever undertaken in the field--over 35,000 sales calls over 12 years--S.P.I.N. Selling shows why major sales require a new and different set of skills from those that have always been used for small sales.
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Details
- Title SPIN Selling: Situation; Problem; Implication; Need Pay-Off
- Author Neil Rackham
- Binding Hardback
- Edition Unstated, Presumed 1st
- Condition New
- Pages 197
- Volumes 1
- Language ENG
- Publisher McGraw-Hill, Book Co., Inc., New York, NY
- Publication date 1990
- Features Dust Cover, Index, Recycled Paper, Table of Contents
- Bookseller's Inventory # #2896-32719
- ISBN 9780070511132 / 0070511136
- Weight 1.05 lbs (0.48 kg)
- Dimensions 9.1 x 6.1 x 0.8 in (23.11 x 15.49 x 2.03 cm)
- Category Business / Economics / Finance
- Library of Congress subjects Selling
- Library of Congress Catalogue Number 88000603
- Dewey Decimal Code 658.85
- Quantity available 1
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Reader reviews for SPIN Selling: Situation; Problem; Implication; Need Pay-Off
Review summary
Reviewers praised the book as a leading resource for larger, enterprise-level sales, finding it engaging and aligned with established sales training. They valued its practical guidance and reinforcement of proven methods.
Readers say this book is:
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From the publisher
From the rear cover
"This book should be essential reading for everyone involved in selling or managing the sales function -- a welcome, well-researched treatise on selling"
--Journal of Marketing Management
"The first book to specifically examine the major sale -- the high value product or service -- by researching the successful sales calls as they happen in the field."
--Industry & Commerce
"This book is the result of over $1 million of extensive and painstaking research. It breaks new ground and cannot be ignored by anyone who is committed to selling as a profession."
--Sales Techniques
"The revolutionary findings, published here for the first time, will overturn a whole collection of hitherto accepted assumptions. The book also provides a set of simple and practical techniques (known as SPIN) which have already been tried in many leading companies, resulting in a dramatic increase in sales."
--Business Executive
"This is an interesting, lively, and readable treatment of the process by which major sales are closed. Like In Search of Excellence, the material has a curiously inspirational quality which is particularly compelling."
--Business Graduate
"Almost anyone could learn something from this book. Essentially, it is about success, and without this, no sales organization can survive. Buy a copy. We are sure you will find it invaluable."
--Sales and Marketing Management
