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SPIN Selling

 

By McGraw-Hill Education
SPIN Selling
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Amazon
$17.28
9 Reviews / Discussion
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Latest $17.28   Latest $7.88   Latest $0.01  
Highest $22.35 Oct 23, '13   Highest $15.99 Jul 27, '14   Highest $7.99 Sep 9, '14  
Lowest $14.27 Jan 5, '14   Lowest $2.07 May 20, '15   Lowest $0.01 Mar 28, '16  
Average $17.36   Average $7.93   Average $1.95  
Added Apr 4, 2013   Added Apr 4, 2013   Added Apr 4, 2013  
                 
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Amazon Best Sellers Rank
30 day average: 2,641 | 90 day average: 2,347

 

Product Description
Written by Neil Rackham, former president and founder of Huthwaite corporation, 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 , 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 - is the million-dollar key to understanding and producing record-breaking high-end sales performance.

 

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Amazon > Books > Specialty Boutique > New, Used & Rental Textbooks > Business & Finance > Sales

Amazon > Books > Subjects > Literature & Fiction > Literary

Amazon > Books > Subjects > Business & Investing > Marketing & Sales > Sales & Selling

Amazon > Books > Subjects > Business & Investing > Management & Leadership

Amazon > Books > Subjects > Business & Investing > Economics

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Discussions on Reddit mentioning this product:
Subreddit Title Date
/r/sales Advice for a new Business Development Representative (SaaS) Sep 21, 2015
/r/sales I'm becoming a VP of sales in a month - Never done this before Aug 29, 2015
/r/legaladvice [California] Startup company took my idea, made it impossible for me to gain equity. Wants my latest idea, or will fire me if I don't provide it. CEO also wants to share a hotel ro... Jul 4, 2015
/r/consulting What is the bible of your industry? Jun 30, 2015
/r/Entrepreneur Your tips on closing the deal? Feb 6, 2015
/r/sales Need some advice on B2B sales: Getting decision makers to close on the spot Feb 3, 2015
/r/AdviceAnimals Some advice for those just starting out in Sales Oct 17, 2014
/r/smallbusiness Recommend me a good intro to B2B sales book? Oct 14, 2014
/r/sales Can anyone help with a cold call pitch? Me and a buddy made a start up , very passionate about our product but NEVER done sales before. Jul 14, 2014

 

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