close
SPIN Selling

Price:$16.66
Add to Cart

SPIN Selling: Neil Rackham: 9780070511132: Amazon.com: Books

Book Description:

May 1, 1988 0070511136 978-0070511132 1

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.

Price:$16.66
Add to Cart

Product Details:

  • Hardcover: 197 pages
  • Publisher: McGraw-Hill; 1 edition (May 1, 1988)
  • Language: English
  • ISBN-10: 0070511136
  • ISBN-13: 978-0070511132
  • Product Dimensions: 6.3 x 0.9 x 9.2 inches
  • Shipping Weight: 1.2 pounds

The Unlikely Pilgrimage of Harold Fry: A NovelThe Unlikely Pilgrimage of Harold Fry: A Novel
Release Date: July 24, 2012Meet Harold Fry, recently retired. He lives in a small English village with his wife, Maureen, who seems irritated by almost everything he does, even down to how he butters his toast. Little differentiates one day from the next. Then one morning the mail arrives, and within the stack of quotidian minutiae is a letter addressed to Harold in a shaky scrawl from a woman he hasn’t seen or heard from in twenty years. Queenie Hennessy is in hospice and is writing to say goodbye.   Harold pens a quick reply and, leaving Maureen to her chores, heads to the corne...
Add to Cart
Workbook for Tonal Harmony: With an Introduction to Twentieth-Century Music, Sixth EditionWorkbook for Tonal Harmony: With an Introduction to Twentieth-Century Music, Sixth Edition
Publication Date: April 21, 2008| ISBN-10: 0077269969 | ISBN-13: 978-0077269968| Edition: 6 The Workbook provides assignments for each chapter of Tonal Harmony by Stefan Kostka and Dorothy Payne helping student to master the content of the textbook. Each set of Workbook exercises in the Workbook is closely correlated with the corresponding chapter in the text and with a particular Self-Test within the chapter. Each set of Workbook exercises begins with problems that are similar to those found in the corresponding Self-Test, but the Workbook exercises also include problems that are too op...
Add to Cart
The Prodigal GodThe Prodigal God
Release Date: March 1, 2011Newsweek called New York Times bestselling author Timothy Keller a "C.S. Lewis for the twenty-first century" in a feature on his first book, The Reason for God. In that book, he offered a rational explanation for why we should believe in God. Now, in The Prodigal God, Keller takes his trademark intellectual approach to understanding Christianity and uses the parable of the Prodigal Son to reveal an unexpected message of hope and salvation.Within that parable, Jesus reveals God's prodigal grace toward both the irreligious and the moralistic. This book will challen...
Add to Cart
The Trigger Point Therapy Workbook: Your Self-Treatment Guide for Pain Relief, Second EditionThe Trigger Point Therapy Workbook: Your Self-Treatment Guide for Pain Relief, Second Edition
Publication Date: August 1, 2004Trigger point therapy is one of the most intriguing and fastest-growing bodywork styles in the world. Medical doctors, chiropractors, physical therapists, and massage therapists are all beginning to use this technique to relieve formerly undiagnosable muscle and joint pain—conditions that studies have shown to be the cause of nearly 25 percent of all doctor visits. The technique involves applying short, repeated massage strokes to trigger points, tiny contraction knots in muscle tissue where restricted circulation and lack of oxygen cause referred pain. ...
Add to Cart
Fool Me Twice: Obama's Shocking Plans for the Next Four Years ExposedFool Me Twice: Obama's Shocking Plans for the Next Four Years Exposed
Publication Date: August 7, 2012This is the game changing book revealing the blueprint for a second term that President Obama and his progressive backers don't want you to know.Months of painstaking research into thousands of documents have enabled investigative journalists and New York Times bestselling authors Aaron Klein and Brenda J. Elliott to expose the secret template for Obama's next four years -- the one actually created by Obama's own top advisers and strategists.Just as Obama concealed the true plans for his initial term behind rhetoric of ending partisan differences and cutting...
Add to Cart
Fundamentals of Heat and Mass TransferFundamentals of Heat and Mass Transfer
Publication Date: April 12, 2011| ISBN-10: 0470501979 | ISBN-13: 978-0470501979| Edition: 7 Completely updated, the seventh edition provides engineers with an in-depth look at the key concepts in the field. It incorporates new discussions on emerging areas of heat transfer, discussing technologies that are related to nanotechnology, biomedical engineering and alternative energy. The example problems are also updated to better show how to apply the material. And as engineers follow the rigorous and systematic problem-solving methodology, they’ll gain an appreciation for the richness...
Add to Cart
Clockwork Angels: The NovelClockwork Angels: The Novel
Release Date: September 3, 2012A remarkable collaboration that is unprecedented in its scope and realization, this exquisitely wrought novel represents an artistic project between the bestselling science fiction author Kevin J. Anderson and the multiplatinum rock band Rush. The newest album by Rush, Clockwork Angels, sets forth a story in Neil Peart’s lyrics that has been expanded by him and Anderson into this epic novel. In a young man’s quest to follow his dreams, he is caught between the grandiose forces of order and chaos. He travels across a lavish and colorful world of stea...
Add to Cart
Accounting: Tools for Business Decision MakingAccounting: Tools for Business Decision Making
Publication Date: July 26, 2011| ISBN-10: 0470534788 | ISBN-13: 978-0470534786| Edition: 4 With this fourth edition, accountants will acquire a practical set of tools and the confidence they need to use them effectively in making business decisions. It better reflects a more conceptual and decision-making approach to the material. The authors follow a "macro- to micro-" strategy by starting with a discussion of real financial statements first, rather than starting with the Accounting Cycle. The objective is to establish how a financial statement communicates the financing, investing, and...
Add to Cart
Psychology Ninth Edition in ModulesPsychology Ninth Edition in Modules
Publication Date: September 28, 2009| ISBN-10: 1429216387 | ISBN-13: 978-1429216388| Edition: Ninth Edition Why Myers?David Myers has become the world’s best-selling introductory psychology author by serving the needs of instructors and students so well. Each Myers textbook offers an impeccable combination of up-to-date research, well-crafted pedagogy, and effective media and supplements. Most of all, each Myers text demonstrates why this author’s style works so well for students, with his signature compassionate, companionable voice, and superb judgment about how to communic...
Add to Cart
Ten Steps to Improving College Reading SkillsTen Steps to Improving College Reading Skills
Publication Date: January 2, 2008| ISBN-10: 1591940990 | ISBN-13: 978-1591940999| Edition: 5 Great book for educators! ...
Add to Cart

Data Source by Amazon.com

arrow
arrow
    全站熱搜
    創作者介紹
    創作者 Amazon01 的頭像
    Amazon01

    Amazon

    Amazon01 發表在 痞客邦 留言(0) 人氣()