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 ...
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Note: This is a general synopsis. Each listing is described below.
Description: Very Good. 0070511136 light shelf wear / edge wear cover / pages very good condition//"Buy with Confidence-Satisfaction Guaranteed! Customer Service Makes All the Difference. " read more
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: Very good. Very Good. Copyright 1988 hardcover//Unmarked pages, uncreased spine, moderate wear, and a vertical fold mark on the back flap of dust jacket. 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: 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: 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: 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: 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. Brand new! No remainder marks. Sewn binding. Cloth over boards. With dust jacket. 197 p. Contains: Illustrations. Audience: General/trade. 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: Good. Author signed title page. Dust jacket has slight edge bumping and shelf wear. Text unmarked, pages clean and bright, binding tight. A few pages have bottom corners creased. *Ships Next Business day* 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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