Limit search to items available for checkout
Title SPIN selling / Neil Rackham.
Imprint New York : McGraw-Hill, [1988]


 Internet  Electronic Book    AVAILABLE
Description 1 online resource (xi, 197 pages) : illustrations
Note Copyright 2017.
Jacket subtitle: Situation, problem, implication, need, payoff.
"The best-validated sales method available today. Developed from research studies of 35.000 sales calls. Used by the top sales forces across the world"--Jacket
Includes index.
Available only to authorized UTEP users.
Copyright © McGraw-Hill 1988 1988
Print version record.
Subject Selling.
Selling -- Handbooks, manuals, etc.
Selling -- Methodology.
Genre Handbooks and manuals.
Contents Sales behavior and sales success -- Obtaining commitment : closing the sale -- Customer needs in the major sale -- The spin strategy -- Giving benefits in major sales -- Preventing objections -- Preliminaries : opening the call -- Turning theory into practice --Appendixes.
Summary 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, and 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 succeed 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
Other Title Print version: Rackham, Neil. SPIN selling. New York : McGraw-Hill, ©1988 0070511136