Please Enter ISBN, Title or Author’s Name
Compare Textbook Prices with Amazon
Compare Textbook Prices with Chegg
Compare Textbook Prices with AbeBooks
Compare Textbook Prices with Vitalsource
Compare Textbook Prices with Valorebooks
and more...

SPIN®-Selling | 1 Edition

Compare Textbook Prices for SPIN®-Selling 1 Edition ISBN 9781138465954 by Rackham, Neil
Author: Rackham, Neil
ISBN:113846595X
ISBN-13: 9781138465954
List Price: $201.70 (up to 57% savings)
Prices shown are the lowest from
the top textbook retailers.

View all Prices by Retailer

Details about 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 goods just don‘t work for major sales. Rackham went on to introduce his SPIN-Selling method. SPIN describes the whole selling process: Situation questions Problem questions Implication questions Need-payoff questions SPIN-Selling provides you with a set of simple and practical techniques which have been tried in many of today‘s leading companies with dramatic improvements to their sales performance.

Need Management tutors? Start your search below:
Need Management course notes? Start your search below: