SPIN Selling

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  • Author : Neil Rackham
  • Publisher : McGraw-Hill Education
  • Pages : 216 pages
  • ISBN : 9780070511132
  • Rating : 4/5 from 3 reviews
CLICK HERE TO GET THIS BOOK >>>SPIN Selling

Download or Read online SPIN Selling full in PDF, ePub and kindle. this book written by Neil Rackham and published by McGraw-Hill Education which was released on 22 May 1988 with total page 216 pages. We cannot guarantee that SPIN Selling book is available in the library, click Get Book button and read full online book in your kindle, tablet, IPAD, PC or mobile whenever and wherever You Like. The international bestseller that revolutionized high-end 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.

SPIN Selling

SPIN Selling
  • Author : Neil Rackham
  • Publisher : McGraw-Hill Education
  • Release : 22 May 1988
GET THIS BOOK SPIN Selling

The international bestseller that revolutionized high-end 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

SPIN Selling

SPIN   Selling
  • Author : Neil Rackham
  • Publisher : Routledge
  • Release : 06 October 2017
GET THIS BOOK SPIN Selling

True or false? In selling high-value products or services: 'closing' increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; open questions are more effective than closed questions. All false, says this provocative book. Neil Rackham and his team studied more than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value

SUMMARY Spin Selling Situation Problem Implication Need Payoff BY Neil Rackham The MW Summary Guide

SUMMARY  Spin Selling  Situation Problem Implication Need Payoff  BY Neil Rackham   The MW Summary Guide
  • Author : The Mindset Warrior
  • Publisher : KP
  • Release : 02 March 2018
GET THIS BOOK SUMMARY Spin Selling Situation Problem Implication Need Payoff BY Neil Rackham The MW Summary Guide

An Easy to Digest Summary Guide... ★☆BONUS MATERIAL AVAILABLE INSIDE★☆ The Mindset Warrior Summary Guides, provides you with a unique summarized version of the core information contained in the full book, and the essentials you need in order to fully comprehend and apply. Maybe you've read the original book but would like a reminder of the information? ✅ Maybe you haven't read the book, but want a short summary to save time? ✅ Maybe you'd just like a summarized version to refer

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 Professional
  • Release : 22 June 1996
GET THIS BOOK The SPIN Selling Fieldbook Practical Tools Methods Exercises and Resources

Put into practice today's winning strategy for achieving success in high-end sales! The SPIN Selling Fieldbook is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands-on field book that provides the practical tools you need to put this revolutionary method into actionimmediately. The SPIN Selling Fieldbook includes: Individual diagnostic exercises Illustrative case

SPIN Selling

SPIN Selling
  • Author : Neil Rackham
  • Publisher : McGraw Hill Professional
  • Release : 22 May 1988
GET THIS BOOK SPIN Selling

The international bestseller that revolutionized high-end 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

Selling with Integrity

Selling with Integrity
  • Author : Sharon Drew Morgen
  • Publisher : Berrett-Koehler Publishers
  • Release : 25 October 1997
GET THIS BOOK Selling with Integrity

Explores the paradigm-shifting "Morgen buying facilitation method" and explains how to improve sales through the recognition and support of buyers' buying patterns

Contemporary Selling

Contemporary Selling
  • Author : Mark W. Johnston,Greg W. Marshall
  • Publisher : Routledge
  • Release : 01 August 2021
GET THIS BOOK Contemporary Selling

Contemporary Selling is the only book that combines full coverage of up-to-date personal selling processes with a straightforward look at sales management practices, delivered in a way that students want to learn and instructors want to teach. The overarching theme of the book is enabling salespeople to build relationships successfully and to create value with customers. Johnston and Marshall have created a comprehensive, holistic source of information about the selling function in modern organizations that links the process of selling (

Strategic Data Based Wisdom in the Big Data Era

Strategic Data Based Wisdom in the Big Data Era
  • Author : Girard, John
  • Publisher : IGI Global
  • Release : 28 February 2015
GET THIS BOOK Strategic Data Based Wisdom in the Big Data Era

The ability to uncover, share, and utilize knowledge is one of the most vital components to the success of any organization. While new technologies and techniques of knowledge dissemination are promising, there is still a struggle to derive and circulate meaningful information from large data sets. Strategic Data-Based Wisdom in the Big Data Era combines the latest empirical research findings, best practices, and applicable theoretical frameworks surrounding data analytics and knowledge acquisition. Providing a multi-disciplinary perspective of the subject area,

Consulting For Dummies

Consulting For Dummies
  • Author : Bob Nelson,Peter Economy
  • Publisher : John Wiley & Sons
  • Release : 31 January 2011
GET THIS BOOK Consulting For Dummies

Consulting For Dummies, 2nd Edition includes a reorganization and narrower focus of the topic, with new or updated information that delves into the specifics of running your own consulting business. There is greater emphasis on the business of consulting, along with financial and legal issues involved in setting up a consulting business, deepening coverage of consulting proposals, and entirely new chapters on higher-level consulting issues that more-established consultants are demanding.

Decision Management Concepts Methodologies Tools and Applications

Decision Management  Concepts  Methodologies  Tools  and Applications
  • Author : Management Association, Information Resources
  • Publisher : IGI Global
  • Release : 30 January 2017
GET THIS BOOK Decision Management Concepts Methodologies Tools and Applications

The implementation of effective decision making protocols is crucial in any organizational environment in modern society. Emerging advancements in technology and analytics have optimized uses and applications of decision making systems. Decision Management: Concepts, Methodologies, Tools, and Applications is a compendium of the latest academic material on the control, support, usage, and strategies for implementing efficient decision making systems across a variety of industries and fields. Featuring comprehensive coverage on numerous perspectives, such as data visualization, pattern analysis, and predictive

You Are The Key

You Are The Key
  • Author : Apurva Chamaria,Gaurav Kakkar
  • Publisher : Bloomsbury Publishing
  • Release : 04 April 2016
GET THIS BOOK You Are The Key

Whether it is a sales person struggling to meet his quota, a love stuck lover trying to get introduced to his beloved, a young MBA looking for a job, an entrepreneur looking for funding, marketers trying to enable sales to generate leads on their own - everybody can benefit from understanding and learning the principles detailed in this book. With internet penetration and social media and mobile usage going through the roof, this book is a must read guide which

SUMMARY and CONCISE ANALYSIS of SPIN Selling the Best Validated Sales Method Available Today by Neil Rackham

SUMMARY and CONCISE ANALYSIS of SPIN Selling  the Best Validated Sales Method Available Today by Neil Rackham
  • Author : AscentPrint
  • Publisher : Unknown
  • Release : 05 February 2021
GET THIS BOOK SUMMARY and CONCISE ANALYSIS of SPIN Selling the Best Validated Sales Method Available Today by Neil Rackham

Spin selling by Neil Rackham (1988) summary distills the author's 12 years of research and 35,000 sales calls into a coherent and applicable sales strategy that is guaranteed to bring success to any diligent salesperson. You'll learn why traditional sales methods are limited while exploring the benefits of the spin strategy when approaching small and large sales opportunities.DISCLAIMER!!!This book is a SUMMARY. It's meant to be a companion, not a replacement, to the original book. Please note that this summary is

Sales Express

Sales Express
  • Author : Leo Gough
  • Publisher : John Wiley & Sons
  • Release : 31 October 2003
GET THIS BOOK Sales Express

The sales function is the front-line of any business. Keeping up with the latest sales techniques is essential, as well as ensuring you have a motivated, incentivised and focused sales team well-versed in the basics of selling, from identifying new prospects and getting repeat business to closing the deal. This module gives essential insight into all the key sales drivers such as account management, handling complex sales, selling services, FMCG selling, customer relationships and self-development for sales people.