Spin Selling

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Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: McGraw-Hill

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ISBN - 10: 0070511136

ISBN - 13: 9780070511132

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Dust Cover Missing. Light shelf wear and minimal interior marks. Millions of satisfied customers and climbing. Green Earth Books is the name you can trust, guaranteed. Spend Less. Read More.

From the Publisher

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.

Used books: 39 more copies of this item are available

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Spin Selling

Spin Selling

by Neil Rackham

Availability: Ships within 1 week

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Format: Hardcover

Publisher: McGraw-Hill

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$13.53

Spin Selling

Spin Selling

by Neil Rackham

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Condition:

Format: Hardcover

Publisher: McGraw-Hill

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$13.53

Spin Selling

Spin Selling

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Hardcover

Publisher: McGraw-Hill

Seller Comments:

Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$13.53

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: MCGRAW

$14.88

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: McGraw-Hill

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0070511136 Unmarked text. In a Good jacket.

$15.40

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: McGraw-Hill

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0070511136 Some marking. In a Good jacket.

$15.40

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: McGraw-Hill

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0070511136 Unmarked text. In a Good jacket.

$15.70

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hard Cover

Publisher: McGraw-Hill

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Very nice hardback and jacket. Only slight wear. Text is clean, unmarked, tight. (Shelf location: U) All items carefully packed to avoid damage from moisture and rough handling.

$15.74

Spin Selling

Spin Selling

by Neil Rackham

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Condition:

Format: Hardcover

Publisher: McGraw-Hill

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Connecting readers with great books since 1972. Used books may not include companion materials, some shelf wear, may contain highlighting/notes, and may not include cd-rom or access codes. Customer service is our top priority!

$15.74

Spin Selling

Spin Selling

by Neil Rackham

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Format: Hardcover

Publisher: McGraw-Hill

$16.16

Spin Selling

Spin Selling

by Neil Rackham

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Publisher: McGraw-Hill Companies

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May NOT include supplemental materials such as CDs and access codes. May include some highlighting or writing.

$17.54

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Hard Cover

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Hard Cover

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

Spin Selling: Situation-Problem-Implication-Need/Payof 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

Spin Selling: Situation-Problem-Implication-Need/Payof 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

by Neil Rackham

Availability: Ships within 1 week

Condition:

Format: Cloth

Publisher: McGraw-Hill Book Company, Inc.

Seller Comments:

8vo-over 7¾"-9¾" tall. "The author explains with wit and authority why traditional sales models, which were developed for small consumer sales, just don't work for large sales. He shows how conventional selling methods are doomed to fail in major sales. But most important of all, he unfolds with supreme clarity the enormously successful SPIN strategy." This book has 197 pages and is illustrated.

$17.94

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