SPIN selling

by Rackham, Neil

Type Book

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Title Statements

Full title :SPIN selling / Neil Rackham.

Summary

This book is the result of the Huthwaite Corporation's 12-year, one million dollar research into effective sales performance. It details the SPIN (Situation, Problem, Implication, Need-payoff) strategy. Rackham examines selling high-value product and services. By following the techniques of SPIN, readers will be able to 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 succeed but fail in larger ones?" This book examines why traditional sales methods which were developed for small consumer sales, don't work for large sales and why conventional selling methods are doomed to fail in major sales. Includes examples, graphics, and case studies.

Edition Statements

Publication Date:©1988

Publication Statements

Publisher(s):McGraw-Hill Book Company
Place of Publication:New York
Language:eng
Publication Date:©1988

Notes

Jacket subtitle: Situation, problem, implication, need, payoff.

Includes index.

The Physical Object

Description:xi, 197 pages : : illustrations ; : 24 cm

Edition Identifiers

ISBN:0070511136, 9780070511132
oclc:ocm17509403
LC Classification:HF5438.25
Dewey Decimal:658.8/5

Sales behavior and sales success -- Obtaining commitment : closing the sale -- Customer needs in the major sale -- The SPIN strategy -- Giving benefits in major sales -- Preventing objections -- Preliminaries : opening the call -- Turning theory into practice -- Evaluating the SPIN model -- Closing-attitude scale.

Subjects

Guides et manuels Handbook Handbooks and manuals Selling Selling -- Handbooks, manuals, etc Selling -- Methodology Vente Vente -- Guides, manuels, etc Vente -- Méthodologie