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    Spin Selling (CD-Audio) By (author) Neil Rackham, By (author) Et Al

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    DescriptionHow do some salespeople consistently outsell their competition? Why do closing techniques work in small sales but fail in larger ones? How can salespeople dramatically increase their sales volume from major accounts? If you're in sales--or if you manage a sales force--you need the SPIN strategy. Developed from 12 years of research into 35,000 sales calls, SPIN--Situation, Problem, Implication, Need-payoff--is already in use by many of the world's top sales forces. Now these revolutionary, easy-to-apply methods can be yours. With wit and authority, Neil Rackham explains why traditional sales models don't work for large sales. With supreme clarity, he unfolds the enormously successful SPIN strategy, using real-world examples and informative cases. You may find the techniques controversial; they often go against the grain of conventional sales training. In the end, the powerful evidence Rackham presents will convince and convert you.


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  • Full bibliographic data for Spin Selling

    Title
    Spin Selling
    Authors and contributors
    By (author) Neil Rackham, By (author) Et Al
    Physical properties
    Format: CD-Audio
    Number of pages: 3
    Width: 127 mm
    Height: 140 mm
    Thickness: 25 mm
    Weight: 181 g
    Language
    English
    ISBN
    ISBN 13: 9781565114203
    ISBN 10: 1565114205
    Classifications

    BIC E4L: BUS
    Nielsen BookScan Product Class 3: T17.1
    B&T Book Type: NF
    B&T Merchandise Category: AUD
    BIC subject category V2: KJC
    B&T Modifier: Subject Development: 10
    DC21: 658.85
    DC22: 658.85
    Warengruppen-Systematik des deutschen Buchhandels: 57850
    B&T General Subject: 142
    Ingram Subject Code: KB
    Libri: I-KB
    BISAC V2.8: BUS058000, BUS076000
    Thema V1.0: KJC
    Edition
    Abridged
    Edition statement
    abridged edition
    Publisher
    Penguin Books Australia
    Imprint name
    Penguin Books Australia
    Publication date
    26 May 2000
    Publication City/Country
    Hawthorn