0
Your cart

Your cart is empty

Books > Business & Economics > Business & management > Sales & marketing

Buy Now

Spin Selling (Hardcover) Loot Price: R438
Discovery Miles 4 380
You Save: R157 (26%)
  • This item is a special order that could take a long time to obtain.

Share your images

Spin Selling (Hardcover)

Neil Rackham

 (sign in to rate)
List price R595 Loot Price R438 Discovery Miles 4 380 You Save R157 (26%)

Bookmark and Share

Our supplier does not have stock of this product at present, but they do have demand for it and we can create a special order for you. Alternatively, if you add it to your wishlist we will send you an email message should it become available from stock. Special orders from this supplier are normally fulfilled within 31 - 41 working days. Please note:

  • Special order items cannot be combined on an order with other items.
  • Special orders can sometimes take significantly longer than this estimate and sometimes our suppliers may be unable to fill a special order.
  • We cannot accept returns of special order titles.
  • If we haven't been able to get the product for you within about 3 months, we will automatically cancel the order and fully refund any payments that you have made.

New to special orders? Find out more.

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.

General

Imprint: McGraw-Hill
Country of origin: United States
Release date: 1988
First published: May 1988
Authors: Neil Rackham
Dimensions: 235 x 159 x 21mm (L x W x T)
Format: Hardcover
Pages: 197
ISBN-13: 978-0-07-051113-2
Barcode: 9780070511132
Categories: Books > Business & Economics > Business & management > Sales & marketing
Books > Business & Economics > Business & management > Sales & marketing > General
Promotions
LSN: 0-07-051113-6

Is the information for this product incomplete, wrong or inappropriate? Let us know about it.

Does this product have an incorrect or missing image? Send us a new image.

Is this product missing categories? Add more categories.

Review This Product

No reviews yet - be the first to create one!

Loyalty partners