BOOKS by Neil Rackham

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1	SPIN-selling more books like this by Neil Rackham add to wishlist True or false? In selling high-value products or services: "closing" increases your chance of success; it is essential to describe the benefits of your product or service to the customer; objection handling is an important skill; and open questions are more effective than closed questions. All false, says Neil Rackham. He and his team studied more ... see all copies from $5.95! new only from $5.95! \| signed copies \| first editions \| SVS
2	The S.P.I.N. Selling Fieldbook: Practical Tools, Methods, Exercises and Resources more books like this by Neil Rackham add to wishlist Put into practice today's winning strategy for achieving success in high-end sales! "The SPIN Selling Fieldbook" is your guide to the method that has revolutionized big-ticket sales in the United States and globally. It's the method being used by one-half of all Fortune 500 companies to train their sales forces, and here's the interactive, hands ... see all copies from $1.99! new only from $11.20! \| first editions \| SVS
3	Major Account Sales Strategy more books like this by Neil Rackham, Sallie Sherman, Joseph Sperry add to wishlist This book features an arsenal of shrewd tactics and winning strategies to make you a major account sales success. Knowing how to get to the decision maker, deal with the competition, understand buyer psychology, and service the client - these are the keys to success when you need to nail down major accounts. Now, for the first time, here's a book ... see all copies from $1.99! new only from $11.10! \| first editions
4	Rethinking the Sales Force: Redefining Selling to Create and Capture Cutsomer Value more books like this by Neil Rackham, John DeVincentis add to wishlist Sales forces that simply communicate value to customers are doomed to fail - sales must begin to create customer value to survive. In today's markets, success can no longer be obtained by salespeople communicating the value of a product or service - it rests on the critical ability to create value for customers. Enter Rethinking the Sales Force. ... see all copies from $1.99! new only from $8.19! \| first editions \| SVS
5	Managing Major Sales more books like this by Neil Rackham, Neil Rackam, Richard Ruff add to wishlist A book on managing major sales from the author of "SPIN Selling". see all copies from $1.99! new only from $21.83! \| SVS
6	Making major sales more books like this by Neil Rackham add to wishlist see all copies from $14.15! new only from $115.99!
7	Getting Partnering Right: How Market Leaders Are Creating Long-Term Competitive Advantage more books like this by Neil Rackham, Lawrence Friedman, MD, Richard Ruff add to wishlist The bestselling author of "Spin Selling" explains, demystifies and makes sense of the revolution that is taking place in supplier-customer relationships today; and redefines how to form locked-in, highly profitable relationships with customers. see all copies from $1.99! new only from $3.79! \| first editions \| SVS
8	The management of major sales more books like this by Neil Rackham, Richard Ruff add to wishlist Considers the management strategies, techniques and skills necessary for major sales and aims to show how these can be developed to improve sales performance, outlining alternative strategies for increasing sales effectiveness and using real-life case studies throughout. see all copies from $17.32! new only from $114.77!
9	Account strategy for major sales. more books like this by Neil Rackham add to wishlist see all copies from $10.18! new only from $145.23!
10	Developing Interactive Skills more books like this by Neil Rackham add to wishlist see all copies from $46.49!
11	Evaluation of management training: a practical framework, with cases, for evaluating training needs and results more books like this by Peter B. Warr, Michael William Bird, Neil Rackham add to wishlist see all copies from $12.19!
12	Behaviour Analysis in Training more books like this by Neil Rackham add to wishlist see all copies from $170.89!
13	Psychology of Negotiating by Neil Rackham add to wishlist see all copies from $35.87! new only from $41.75!

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