About this title: 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 than 35,000 sales calls made by 10,000 sales people in 23 countries over 12 years. Their findings revealed that many of the methods developed for selling low-value goods just don't work for major sales. Rackham went on to introduce his SPIN-selling ...
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Note: This is a general synopsis. Each listing is described below.
Binding: Hardcover
Publisher: McGraw-Hill Companies
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Very good in very good dust jacket. Light shelf wear to DJ. Back DJ upper edge bumped. Tiny folds bottom edges. Clean, bright copy. Promotional sticker inside front page. Sewn binding. Cloth over boards. With dust jacket. 197 p. Contains: Illustrations. Audience: General/trade. read more
Description: Fine. 0070511136 Ships next business day. NEW/UNREAD! ! ! Text is Clean and Unmarked! --Be Sure to Compare Seller Feedback and Ratings before Purchasing--Has a small black line on bottom/exterior edge of pages. May have light shelf wear to cover from storage, if any. read more
Description: Very Good. Great condition for a used book! Minimal wear. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Description: Good. Shows some signs of wear, and may have some markings on the inside. Shipped to over one million happy customers. Your purchase benefits world literacy! read more
Binding: Hardcover
Publisher: McGraw-Hill, New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Very Good/Very Good. 0-07-051113-6 Used 197 pages, Index, Line Drawings. Book is clean inside & out but for tiny faint spot on edge. Dustjacket is bright & clean, light scuff, dents. Contents include: Sales Behavior and Sales Success; Obtaining Commitment; Customer Needs in the Major Sale; SPIN Strategy; Giving Benefits in Major Sales; Preventing Objections; Opening the Call; Turning Theory into Practice; Evaluating the SPIN Model; Closing-Attitude Scale. read more
Edition: Fourteenth Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Thirty-Second Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Nineteenth Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Eighth Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Twenty-Eighth Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Fourteenth Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Edition: Third Printing
Binding: Cloth
Publisher: McGraw-Hill Book Company, Inc., New York, NY, U.S.A.
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: Fine in Fine jacket. 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. read more
Binding: Hardcover
Publisher: McGraw-Hill Companies
Date Published: 1988
ISBN-13:9780070511132ISBN:0070511136
Description: New in new dust jacket. 100% satisfaction guaranteed. No Remainder Mark, No Damage. Ship twice daily. Sewn binding. Cloth over boards. With dust jacket. 197 p. Contains: Illustrations. Audience: General/trade. read more
Binding: Hardcover
Publisher: McGraw-Hill
Date Published: 1988-05-01
ISBN-13:9780070511132ISBN:0070511136
Description: New. Hardback w/ DJ. Excellent Reference copy to ENHANCE YOUR KNOWLEDGE of this subject. You are buying a Book in NEW condition with very light shelf wear to include very light edge and corner wear. Buy it Now! ! ! As always, thank you for buying this book from International Book Source, YOUR ONE source FOR ALL your BOOK related NEEDS. Please remember to CHOOSE carefully how QUICKLY you would like to RECEIVE this material FAST, or standard (on next page). Thanks again! ! ! ! read more
"I may go back and read this book again, once I can get over the idea that it is basically about how to psychologically bully people into giving you a lot of money. (Really, a lot. The tactics Rackham discusses are to be used only in 'big' sales. It's a term I don't believe he defines but I imagine means thousands of dollars.) If nothing else, he's a big believer in research. He has his own institute on learning how to sell things, questions conventional wisdom, and all that good stuff."
"I debated between 3 and 4 stars for this one. If I had read it when it FIRST came out, it would definitely have been a 4 (or maybe even 5) star book, yet a lot of it's topical matter has been covered since then. Mr. Rackham was one of the first business writers to begin analyzing the art of selling large ticket items or contracts, and how those sales fundamentally differ from small, one-off sales. Worth reading in any time period."
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